American Stationer v. 70-2, 1911 July-Dec.

THE AMERICAN

STATIONER

DEVOTED TO THE INTERESTS OF THE STATIONERY AND FANCY GOODS TRADE

Vol. LXX. No. 4.

ENGRAVERS MEET

The First Meeting and Banquet of the
Newly Formed Association Was a Big
Success—The Officers Elected—

The Banquet.

(From Our Regular Correspondent.)

NEW YORK AND CHICAGO, JULY 22, 1911.

Per Annum, $2.00
Six Months, $1.00

The address of welcome was delivered by
M. M. Bear, president of the Plate En¬
gravers’ Club of Chicago and was in that
gentleman’s most happy vein.

Wm. P. Williams was introduced as
toastmaster and it is unnecessary to say
that he perfectly fitted into the require¬
ments of the position. After a witty ad¬
dress, the toastmaster called upon W. J.

T1 r Hartman, president of the Ben Franklin
19, 1911.—1 lle hrst club of Chicago, for a talk and that gentle-

1HICAGO, July 19, 1911.—The firs
regular meeting of the National As

regular meeting of the National As- man responde d, taking for his subject "Co
sociation of Steel and Copper Plate ti „ which he covered to the entir

^ sociation of Steel and Copper Clate operation » which he covered to the entire
Engravers was held at the New satisfaction of all pre sent, judging from the
Sherman Hotel commencing on Monday ]iberal manner j n which he was applauded,
of last week and continued until 1 hursday -j- be j ast ac l(iress of the evening was by

• _... K., -if _ . . . • 1 • . _

night, concluding with a banquet at the hotel.

The convention was attended by repre¬
sentatives of the engravers’ industry from
all sections of the country. x\ great deal of

The last address of the evening was by
President Hoehn and his subject was, "The
Necessity of the Association.” There was
certainly no dovbt in the mind of any one

all sections of the country. A great deal ot present as to t h e wisdom of forming the
interest was manifested from the start and jy ssoc j a j-i 0 n when the speaker concluded his

every meeting was well attended and the
proceedings closely followed throughout.

THE OFFICERS ELECTED.

The convention adopted by-laws and the
name of the National Association of Steel
and Copper Plate Engravers was selected.

remarks.

The convention was a success from all
points of view. Thompson.

Sale of School Books in Ohio

Dayton, Ohio, July 19, 1911.—The State

aim uopper rime rmgictv am ^ who —- uAnuiN,

Officers for the ensuing year were elected g c hool Commissioner, l 1 rank W. Miller,
as follows: of this city, has received information of an

President. Peter T. Hoehn. of the Bates al!ege d plan of certain publishing companies
Jackson Company, Buffalo, N. V. to defeat the order requiring school books

Vice-president, C. N. Bellman, of the t0 be sol d in Ohio at 40 per cent, off the
Franklin Printing & Engraving Company, p resen t list price.

Toledo, Ohio. According to the reported plan, it is the

Secretary, Guy J. Gibson, of the Sta- j nte ntion to issue a special edition of text-
tioners' Engraving Company. Chicago. bo oks for Ohio, then raise the list price
Treasurer, Jas. J. Molloy. Cincinnati. to suc h a figure that when the 40 per cent.
An executive committee; also committees ded ucted, the selling price will be no
on Price Recommendations, and on 1 rade j ower than in the past
Customers, were appointed. State officials say tmt 1 t is pan is

The convention proper closed on I burs- f G i s t e d on the public, t e ommission wi
day afternoon, adjournment being taken to gtop tbe companies entering mto anc se
meet in Philadelphia next year, at a date to ing t heir product in O no.
be decided upon and announced later. Lim ited Editions

THE SPEECHES at the banquet. Author .__“Would you advise me

On Thursday night the banquet at the out a sn iall edition?”

New Sherman was attended by about 12o t0 ^ p ub H s her.—-"Yes, the smaller the
of the delegates and was a most enjoyab e ^ Tlu' more scarce a book is at
affair. . e \ r f QUV or five centuries the more

After the discussion of a very enjoyable tie e realize from it.”—Cleveland

menu, a few short addresses were listened money you^
to with marked attention by all presen

POSTAL MATTERS

Return Coupons in Advertisements to Be
Allowed—The Post Office Department
Shows a Surplus—Publisher Myrick
Indicted.

T HE Postmaster-General issued an
order on Wednesday of this week
practically annulling the postal reg¬
ulation prohibiting the use of return
coupons in advertisements. The refusal to
permit the use of such coupons has led to
much controversy between publishers and the
department. After giving the subject care¬
ful consideration, Mr. Hitchcock reached the
conclusion that there was no logical reason
for withholding this privilege, and he has
accordingly decided to permit under proper
limitations the use of coupons and other
order-forms in advertisements, and also
the insertion of what are called ‘‘cut-out
features in second-class publications.

a postal surplus!

Postmaster-General Hitchcock announced
also that there was a postal surplus of $2,-
400,240.16 on March 31, at the close of the
first three-quarters of the fiscal year, and
that probably there will be a surplus of $3,-
500,000 for the entire fiscal year for the
first time in the history of the department.
At the close of the nine months’ period one
year ago. there was a postal deficit of $2,-
709,384.23.

PUBLISHER MYRICK INDICTED.

It was reported in Springfield, Mass., on
Tuesday of this week that a secret indict¬
ment had been handed down in Boston
against Herbert Myrick, president of the
Phelps Publishing Co. and the Orange
Judd Co., both of Springfield.

The indictment is supposed to have some
connection with the unsuccessful attempt
of the Post Office Department to deprive
Mr. Myrick’s publications of the second-
class rate. In April last when the case
was heard a number of United States Sen¬
ators attended the hearing and some of
them expressed their indignation at the
course pursued by the Post Office Depart¬
ment.

4

r

THE AMERICAN STATIONER

with few exceptions, are of the nature of
holiday goods, which are salable only dur¬
ing the holiday season, but of the excep¬
tions there stands out prominently in the
stationery trade such leather goods as
are for desk use, and particularly per¬
sonal record books. These goods are
exceedingly attractive and salable the
year ’round, so they are profitable goods
to carry, especially as there is no chance

man to record the “Fish I’ve Caught,” a
memorabilia for a record of all things
in which the individual is interested, sev¬
eral wedding books, a babylogue for the
sayings and doings of the baby, a gift

may be obtained from the manufactur¬
ers of the largest and most complete
line of personal record books extant, the
Kiggins & Tooker Co., 35-41 Park Place,
New York.

Let Us Try

To cease trying to get something for
nothing—grafting in other words—that we

of incurring a loss or having to sell them
at bargain prices to close them out as is
so often the case with holiday goods,
while they possess all the attractiveness
of holiday goods together with the sta¬
bility of staples.

A GREAT VARIETY OF BINDINGS.

These personal record books are made
in a great variety of bindings of leather,
cloth and silk, including the most popu-

register for keeping a list of gifts made
and received, and then there are guest
books, visitors’ registers, household in¬
ventories, laundry lists, possessions of
mine, yact log books, automobile registers
in several attractive and useful forms,
birthday books, chap books, thought book,
family expense book, autographs, and va¬
rious my books in sets for individual needs,
| to say nothing of address books, engage¬
ment books, visiting lists, letter registers.

all agree to do just a little more than we
agree to do, rather than a little less.

To realize that honesty is a question of
efficiency, with its rewards in profits and
that honest}’ is not a question of morals.

To know that fear is the root of all evil.

To know that the basis of all life is
business life; that business is the system

PERSONAL RECORDS

A Great Variety of Memoranda Books are
Now Made, Each of Which is Intended
to Serve a Personal Need.

It is an old trade axiom that goods
well displayed are half sold; in conse¬
quence those articles which appeal to the
eye in attractiveness sell easily and en¬
able the dealer to make a good profit
thereon, but unfortunately such goods,

ness, and makes it particularly acceptable
for gift purposes, at the same time not in
any manner affecting its practical use-
fulness.

The variety of these books is very
great, including something for the fisher-

instance, an address book in a particular
style, size or binding can be matched
with an engagement book, visiting list,
letter register, book register or shopping
list so that all will be identical in size,
binding and shade. This is something
which adds greatly to their value and
makes them more attractive whether for
purposes of display by the dealer or for
actual use.

Full particulars concerning these goods

lar and desirable shades, and the prices
range so they will suit the purse of all.
These books have artistic title pages
which have been made for them at con¬
siderable expense, and there is usually
some small quotation anent the book’s
use which adds sentiment to its useful-

book registers, shopping lists, daylogues,
etc.

CAN BE MATCHED IN SETS.

Books of the more popular titles can
be matched in sets if so desired: for

by which we supply our wants and needs:
that we are true to political life, true to
social life as we are true to business life-
To realize that we must think of others
if we would have them think of us; that
we do as we think—for the thought pr?'
cedes the act.

July 22, 1911.

THE AMERICAN STATIONER

5

.own.

Our papers are also supplied by Eaton, Crane & Pike Co., Pittsfield, Mass., and 225 Fifth Avenue, New York,

whose boxes containing our goods bear the word CRANE'S._

Bicrome and Polychrome Ribbons

FOR ALL TYPEWRITER MACHINES.

► The S. T. Smith Go

II Barclay St

Telephone 5922 Barclay New Vork

He Trade ____

Typewriter Ribbons and Ink Pads

FOR ALL MACHINES.

Carbon Papers ^

FOR ALL USES.

Also a full line of Typewriter Linen Manifold Papers ^

Manifold and Train Order Books a Specialty

D i s c o u n t

ESTERBROOK’S STEEL PENS

Artists* Materials and Draughtsmen’s Supplies

most complete line of STENCIL MATERIALS and DESIGNS. Catalogue containing
over 300 illustrations sent on request.

BRASS RELIEF WORK and large assortment of BRASS ARTICLES for decorating,
te for special list. Artists’ Material Catalogue Vol. 325 mailed on request.

he Dealer as a middleman needs the co-operation of
le manufacturer. We have always needed the dealer,
ence have always protected him. Today more than
upr we nrotect you against the inroads of the “direct

Outfits for

^USV0iAT^PROPjj

We can supply your needs in every case as our line
is unlimited. We fill every requirement.

in A* VOLGER, I no.

^ and Factories, PARK RIDGE,

BRANCHES

CHICAGO, Ill., 205 W. Monroe St. LONDON, 7 and 8 Dyers B
. f the w/orld-in every city of promln*

NEW YORK, N. Y., 261 Broadway

AGENCIES in «

Midsummer Conditioi

(From Our Regular C
*St. Louis, Mo., Jul
wave which seems to be
W the country is prevai
Stationers are making tf
can, and none of them
Many employees are a\
and this makes the dul
apparent. Several of the
inventory this month ar
plenishing their stock for
Frank W. Palmer, of
Manufacturing Co., is
attending the Shriners !

taking rank at the handsomest and best
appointed retail establishment m the
country, the new home for the jobbing and
“tail business of George E. Mousley, said
to be the largest of its particular kind in
the United States, the incorporation of the
James Hogan Company and the establish¬
ment of Lamb Brothers. If to these are

LITTLE DOING

hia Stationers, Those Not on V
, Are Making Time Waiting for
the Fall Season to Open.

Edgar Woodward, of Woodward & Tier-
nan Printing Co., is on the road to re¬
covery after an illness of nearly a year.

The Stationers’ Club held its monthly
meeting on Monday evening, July 17.
Among the many important matters that
were discussed, the national convention
next fall was foremost. Arrangements are
now under way to charter special cars to
transport the St. Louis crowd to Buffalo.
Many Southern and Western stationers
have signified their intention to stop at
St. Louis and then accompany the St.

the very iew who called was r.. jx.
Schwerdtmann, of the Schwerdtmann Toy
Company, St. Louis. Mr. Schwerdtmann
pays the city an annual visit, aiming the
trip in July, being a combination of busi¬
ness and pleasure. He proceeded from
here to Baltimore. E. R. C.

shows that greater changes have taken
place in the Philadelphia stationery trade
during the past few years than in decades
preceding. In fact, the trade has been al¬
most rejuvenated. Without attempting a
statement of the changes and expansions in
time order there need only be recalled the
new store of A. Pomerantz and the still
of William R. Gordon, both

Some men are so lazy that they not only
do not go to the door when opportunity
knocks, but would not answer her if she
rang them up on the telephone.

Send us in samples of your window show
cards—Others would like to see them.

newer one

THE WHITING PAPETERIE LINE

FOR THE FALL AND HOLIDAY SEASON IS NOW READY

These boxes merit especial attention and include many exclusive novelties both
of Foreign and Domestic manufacture in a varied and attractive assortment.

The prices of these goods make them attractive to both jobber and retailer and
selections made now will be held for Fall delivery if desired.

Our travelers are showing the line throughout their respective territories and
you are cordially invited to call and see samples in our New Ynrk

Whiting Paper Company

New York, 148-150-152 Duane Street
Philadelphia, 725 Arch Street

Makers of High Grade Papers

Chicago, 209 South State Street

MILLS: HOLYOKE, MASS

July 22, 1911.

THE AMERICAN STATIONER

i

COMPETITION HAS BEEN THE LIFE OF

Acme Fasteners

They never show off to better advantage than when they are put in
competition with other makes, with one result—ACME LEADS-
They are splendidly adapted for binding together papers, light
fabrics, ticketing samples, etc., etc.

AUTOMATIC DURABLE SIMPLE

If your jobber cannot supply you, write us for descriptive matter and
prices of full line.

ACME STAPLE CO., Limited, 112 N. 9th St reet, CAMDEN, N. J. [

MILLER BROS.’ INK ERASERS are the Standard

Made in
different shapes
and handles

For sale by all leading Jobbers and Commercial Stationers of all styles

GOOD

blank books are
good enough for
some trade, but

SHAW’S

BLANK

BOOKS

are better for the
best trade. No
trouble to tell you
why.

Ask any First Class Stationer

1840

1911

The J.G.Shaw Blank Book Co.

261 - 267 Canal Street , New York

TYPEWRITER RIBBONS FOR ALL MACHINES

CARBON PAPER

Typewriter and Pencil for All Purposes
OUR SPECIALTY:

MULTIGRAPH , PRINTOGRAPH, WRITERPRESS

Ribbons with Perfect Match Typewriter Ribbon*

Write for Samples and Prices

THE BUCKEYE RIBBON AND CARBON CO.

311 St. Clair Ave.. N. W. Cleveland. Ohio

>“ HE VIR AGAIN!' 1

Will you desert the

u. s.

Treasury Inks, Mucilage and Paste
for cheaper goods

No

But you may do the reverse

A

Fair Price
And Quality,
Quality, Quality

Win. A. Davis Co., Mfrs

Boston

Miles S. Richmond, Pres

F » VENUS~ 9riMx>'\\v$ ♦ A]

PATENT

MERIC AN PENCIL 1 CO

—- r - _-- | PATENT j .

MIymYouk. finish V .

Liler and National Adver¬
tising

sufficient quantities to make
our while to push them,
of sticking the goods under
jr, remember your responsi¬
bly them. Let the public
you handle these goods.

/■our customers to ask for
ame. Get it known that when
article is wanted you have it.
gently all the helps the ad-

England; the last heard ■
the top of Mt. Washing
was observed making n
the milky way to the thr
to reach ' some day. Y<
John for getting advance
the heres and hereafters,
interesting - to hear wh?

GOOD IN BOSTON

Despite Season the Demand Is Surprisingly
Good, Especially for Hot Weather Goods
—But Few Visitors in Town.

New England Office: The American stationer.

127 Federal St., Boston, July 20, 1911.

While business in this section is expected
to be more or less quiet, the local stationery
trade, in view of experiences of the
past ten days, when the thermometer at
no time registered less than 98 in the
shade, has done surprisingly well, and
what few lines naturally show a de¬
cline in demand at this time have been
offset by the demand for goods that
go well during the hot season. The
demand for fancy papeteries and all
kinds of domestic stationery suitable for
summer use has been exceptionally good.
There is no complaint therefore.

John A. Sherman, of the Sherman En¬
velope Company of Worcester, Mass.,
and familiarly known to most everyone
in the trade, is on a trip to California,
and is not expected to return until the

one

was

during the past week, it was nis initial
visit to the Hub of the universe.

A. H. Bruel, representing the Sta¬
tioners’ Loose Leaf Company, of New
York, was another who had courage to
make a business trip to this city during
the past week. Probably had heard so
much of our cooling east winds that
he thought he would forsake his swelter¬
ing brethern in the metropolis and hie
himself to cooler climes, but sad must
have been his disappointment when he
found Boston the

reached here and
hottest spot on earth,

The National Shoe and Leather Fair
has been holding forth here for the first
time, and has attracted immense crowds
from everywhere. The fact that Boston
is in the center of the largest shoe mak¬
ing section of the world should no doubt
induce the promoter of this year’s fair to
make it an annual feature in this city.

A. A. Tanyane.

& Son, is on an auto trip through New

MADE IN THE FOLLOWING STYLES

PLAIN IN FULL 17 DEGREES

WITH PROTECTOR

The Protector is made of heavy gilt metal, highly polished, fitted with the finest erasive rubber

WITH TIP AND RUBBER

May be had in any degree from 4 Bto 9 H inclusive The tip is gilt highly burnished, surmounted with a green band anc

fitted with a piece of the finest gray erasive rubber made.

Write for catalogue and particulars. VENUS PENCILS are carried by the leading jobbers everywhere

Also made in Medium and Hard COPYING degrees—in 6 styles.

AMERICAN LEAD PENCIL CO

37 WEST 4th ST., NEW YORK

• 173 LOWER CLAPTON RD., LONDON

M V ±J

0 -HB • VENUS - S/vuwvwg* AMERICAN PENCIL CO.,

NewYork

iSiii

gill?

MANUFACTURING & NOVELTY CO.

306-308 and 350 BROADWAY, NEW YORK CITY, N. Y

TOWER

HOLIDAY LINES-W12

will be displayed in the following cities
and in charge of the following representatives

KANSAS CITY, MO. MILWAUKEE, W1S.

o u . i 250 W. Water Street

E. C. McKEAN—FROM JULY 20 TO NOV. 1 F. J. GOETZ WILL BE HERE UNTIL NOV. 1

ATLANTA, GA. DETROIT, “iCH.

132-4 S. Forsyth. St,... A. R. STRAUSS AND M SKADDEN

W. H. HEADRICK—FROM AUG. 1 TO OCT. IS FROM AUG. 15 T

PITTSBURG, PA.

New Century Building

A. R. STRAUSS AND M. H. SKADDEN—FROM JULY 15 TO AUG. 15

vould advise an early visit to see our display, as we have one of the largest, finest
un-to-date line of Holiday Goods ever shown, comprising everything that goes to
a complete line of Holiday Goods, including a very large assortment of China and

ire and take advantage of the large assortment, and do not wait until the lines are

SALT LAKE CITY, UTAH

63-65 South We»t Temple Street
JOHN N. KLEFF-FROM JULY 20 TO AUG. 20

MEMPHIS, TENN.

14S So. Main Street

P. D. WYNNE-FROM JULY 20 TO OCT. 15

a sample line of our

If you are not carrying

Cash Boxes, Bond Boxes, Document Boxes,
Voucher Files, etc.,

UP to you to put in a supply. Used everywhere for every purpose tl
P i • constantly increasing. Our prompt service—uniform qual
nand F1FTY.F1VR YEARS AT IT—is one reason wl

goods—Square
you should sen

Durham, Conn

Merriam Manufacturing

PEN and PENCIL HOLDER

The FAULTLESS

THE NA/V1B

Put up three dozen on
a card in assorted sizes.

Sold by all
leading jobbers.

A Holder that is neat ana
durable, and which will hold
the pen or pencil securely
within the pocket. It has the
lever movement, making it
easy to attach to the pocket.

Manufacturer, Holyoke, Mass

VALKENBURG

A tablet of note sheets, with perforated borde
mailing. Specially designed for people of tew w<
Excellent for brief home or holiday correspondence

Can be retailed at a popular price. Made in t
or gray “Art Fabric” paper. Send a sample '
filled immediately upon receipt.

NEW YORK SALESROOM WARD C0M1

369 Broadway ' 3touof Jkw*

Telephone, 1763 Franklin ^

hite, blue

i can be

OFFICE AND FACTORY
116-124 39th St.
Brooklyn, N. Y.

3 Sizes

CLOSED $3 ‘ 50 '

by simply turning the collar In the center of barrel to opening. Press hard rubber !“*• ’mentioned* 0 meta ' ParU *° COrr0de "

r sack, Has all the good, reliable features to be found In any of our pens, plus the sp.-cial advantage just mentlo .

SIMPLE. EASY TO OPERATE. CLEAH.

Chased

Mounted.

OPEN

Catalog Illustrating our full line and giving Prices and Discounts will be sent to Dealers on request.

BEAU/V\EL <fe CO., Office* and Factory, 35 /\nn Street

WE GUARANTEE EVERY PEN.

New York

We Have Moved Our Brooklyn Factory
New York Office and Salesrooms to

316 HUDSON STREET (Near Spring Street)

OUR NEW TELEPHONE NUMBER IS 7697 SPRING

A Complete Stock of All Numbers on Hand

GRESHAM BLANK BOOK COMPANY

" SUPERIOR " BLANK BOOKS

316 HUDSON STREET :: NEW YORK

Mammoth Circular Erasers

No. 2080 SPHERE

f

A big brother to the well known No.
1080—the same inimitable quality—the
same shape—differing only in size. The
increased erasing surface will be appre¬
ciated by those having much use for a
typewriters’ eraser.

ACTUAL SIZE

b on a card—6 cards in a box

EBERHARD FABER

mentioned in The Stationer of two weeks
large quarters, room 313, at

cessfully.

Trade Items

The store was established nearly
sixty years ago by Mr. Crampton, who is
of the oldest merchants of the city, the

Mr. Bur-

ago, is now in
108 Fulton street, New York.

A disagreement between two firms occu¬
pying the ground floor of the building at
371 Broadway, New York, led to a motion
before Supreme Court Justice Cohalan last
week by the Roeno Company for an in-
the Shaw-Walker Com-
the defendant from
of half

one

best known in western Illinois,
key, the new owner, lives in Sterling where
he holds extensive real estate. He will
leave the management of the store here in
the hands of R. Crampton. It will be
known as the Crampton Book & Stationery
Company, with Daniel Burkey as president
and R. Crampton as manager, Miss Sadie
Dryman continuing as head sales lady.

Theodore Lightcap has sold his book and
stationery store in Chambersburg, Pa., to

Midsummer conditions prevail in the sta¬
tionery trade throughout the country, and
as everybody knows what these words
mean little else need be said. But while
this and the next three or four weeks is
the Dead Sea stage in the year’s business,
still there is no great amount of “kicking”
being done. It’s dull—we all know it—and
if it isn’t dull it ought to be. This being
so those concerns that are doing some¬
thing are really not having a healthy trade,
as it is unusual at this time of year to be
busy. Some of the activity no doubt is
due to the fact that so many are away on I
vacations it leaves the big houses short-
handed, with the result that considerable
hustling is being done to keep up with the
regular routine. The stationers that have
a legitimate excuse for being busy at this
time are the stores at the summer resorts
in the country and those at the seashore.

junction against
pany restraining
interfering with the plaintiff’
the show window in the store for adver¬
tising purposes. The defendant, paying
$7,750 a year rent, sublet a part of the
premises to the plaintiff for $2,000 with
the agreement that they should share the
window space equally. The arrangement
went along smoothly until a representative
of the defendant firm, which sells office
furniture, came along one day and found
the sidewalks in front of the store crowded
with boys and girls and persons who had
no desire for the defendant’s goods.
There were watching an artist demonstrat¬
ing a pencil sharpener, telephone table and
letter opener for the plaintiff. The artist
was drawing caricatures. The defendant
ejected the artist, but not long afterward
five men appeared in the window to give
exhibitions. The defendant got enough
| men to eject the five and then the plaintifl
! asked for an injunction. The defendanl

July 6.—Fire starting in basement of
C. E. Finley Book & Stationery store in
Kirkwood building at Seventh and Broad¬
way, Pittsburg, Kaq., destroyed building
covering half a block and housing three
business establishments. Loss $120,000.

K. G. Berger, buyer for Callender,
McAustan & Troup, of Providence, R. I.,
g over the New York book and
market last week.

5. Novelties, toys, entertaining

was

the business to Daniel Burkey, of Sterling,
that State. The sale was made by A. W.
Crampton, who purchased the stock and
business from his uncle, Richard Cramp¬
ton, six years ago, and who has since thal
time conducted the affairs of the store sue-

You Can Individualize Your Xmas Assortment

by a selection from our lloe * ~
York salesrooms or at our

Now is the time we are
possible variety and give

You can offer to your ti
values that will bring new

H URD’C

nNE^mONERY^

Inquiry,” No.

obtained by addressing
6996, care of Bureau of Manufacturers,
Washington, D. C.

The schedule of the assets and liabilities
of the Groene Music Publishing Company,
of Dayton, Ohio, has been filed in Hamil¬
ton County, that State. The indebtedness
is placed at $19,380.11. The assets consist
of stock in trade valued at $3,000; fixtures
valued at $60; copyrights and plates and
debts due on open accounts, amounting to
$1,146.10. J. C. Groene signed the schedule
as president of the company.

Sealed bids will be received by the Board
of Water Supply at its offices, seventh floor,
165 Broadway, New York, until 11 a. m.
August 1, 1911, for contract Y, for furnish¬
ing and delivering Class B C stationery and
printed forms.

In a recent case that came before the
Board of General Appraisers at New York
sets made up of an envelope rack, a small
stamp box, a blotter tablet and a blotter,
which were classified as fancy paper boxes
under paragraph 405, tariff act of 1897,
were held dutiable

Press and the Smith & Hessler Co., with
claims of $6,958. It is alleged that the
corporation of Perkins & Co. is insolvent
and has admitted in writing its inability to
pay debts and has admitted its willingness
to be adjudged a bankrupt. The liabilities
of the alleged bankrupt are placed at
$57,548, with assets consisting of bound
and unbound books, electrotype plates and
office fixtures and accounts receivable
amounting to $12,000. Judge Hand, of
New York, appointed Charles II. Throck¬
morton as receiver under a bond of $10,000.

E. G. Lewis, of St. Louis, until recently
publisher of several magazines and a pro¬
moter of enterprises, was indicted by a
special grand jury in the United States
District Court, on Monday of this week
on charges of fraudulent use of the mails.

The Duryca Company, 108 Fulton street,
New York City, states that one hundred
jobbing houses throughout the country are
handling its “Non-Leak” self-filling foun¬
tain pen. The pen can retail for $1, while
the price per dozen to the trade is $8.
The jobbing trade can obtain

is distributing in the trade. If any dealer
has failed to receive one the company will
be glad to supply it on request.

Because the Post Office Department de«
sired more time to prepare data the
mission which is to investigate second class
postage rates has postponed until August 1
the meeting scheduled for July 18. The
meeting will be held in the Post Office

com

prices and

further information about the pen by writ¬
ing the makers at address given.

The Boorum and Pease Loose Leaf
Book Company, of 109-111 Leonard street,
New York, is fast getting its line of loose
leaf devices into shape, and when completed
it will be most extensive in every way.
The company calls special attention to its
line of stock rulings for loose leaf ledgers.
There are five different sizes and sixteen
different styles of ruling in the line, which

as manufacturers of

When you buy them be sure you are getting
the best. They are the most profitable.
Buy of the man who makes a specialty of
them—it’s a guarantee for the quality—
Prices no higher than the best materials and
a good profit to the dealer require.

Send for catalog.

of sealing wax. This company is also in¬
terested in American novelties of all kinds
and would like to hear from manufacturers
of the same. Further particulars can be

I. SMIGEL, Mfr,

166 WILLIAM STREET
NEW YORK

BOSTON

The first sale is merely the introduction.

WARD’S-

Made in
42 Styles

It’S the repetition of that first sale to the same customer that pays.

“A LINE A DAY”
BOOKS

have creat y ed U m« USt0n L erS ’ that they will com
3 ur trade mak™ SUbstantial trade for Sta.i

SAMUEL WARD COMPANY

57-63 franklin strfft
New Ssraz} St.

WARD’S

BOSTON

'If we didn’t know

our goods

we should not ask you to buy them,

New Envelope

cturers of all Kinds and Sizes c

Lithographed, Printed

•SHERM/TN'S
■ NEW

shermjtn's
rfEW /

01/bl&-TOIs{gVe/

or p,ai “

ehts of Paper. J £ r;
elope and the ^

3 New D °uble Tongue Clasp,

WORCESTER i>

\ / Our Envelopes

^ Also Sherman’
Sherman Linegraphic Envelope.

July 22, 1911.

THE AMERICAN STATIONER

13

paper (par. 407), as claimed by the im¬
porters.

Edward Lauterbach, at the meeting of
the Board of Estimate of New York City
on Tuesday of this week, pleaded for 1,000
newsdealers in Manhattan who will be
affected by the passage of a resolution now
pending for the removal of all encroach¬
ments within 100 feet of any sidewalk en¬
trance to elevated or subway stations. The
resolution was presented by President
McAneny. “The resolution, if passed in its
present shape, will wipe out the livelihood
of these men,” declared Mr. Lauterbach.
“Unless the change is demanded by any
great public interest I do not think that
their business should be destroyed.” The !
resolution does not affect newsstands under
the elevated stairways. President McAneny
consented to action being postponed until
July 27. Between now and then he and
Mr. Lauterbach will confer with a view
toward saving the 1,000 newsdealers af¬
fected by the proposed ordinance.

A petition in bankruptcy has been filed
against the Fuchs Bros. Company, jobbers
in notions and novelty jewelry, at No. 39
Lispenard street, New York. The business
was started in 1905 by Fuchs & Weintraub
and the present company succeeded to it in
August, 1910, with capital stock $5,000.
Liabilities are $7,000 and assets $2,000.
Judge Veeder appointed Harold Elgar re¬
ceiver, bond $1,000.

The Navy Department is calling for pro¬
posals until July 25 for 150,000 rolls toilet
paper for the Brooklyn Navy Yard, of
which 50,000 rolls are to be delivered not
later than September 1, 1911; 50,000 addi¬
tional not later than October 1, 1911, and
50,000 rolls additional not later than De¬
cember 1, 1911. Also on the same date
for 25,000 rolls for the Norfolk Navy Yard,
to be delivered not later than September
1, 1911.

The Treasury Department made the an¬
nouncement this week of the establishment
of parcels post conventions with Hayti and
Brazil.

OBITUARY

AARON WOODRUFF KELLOGG.

Aaron Woodruff Kellogg, a lifelong resi¬
dent of Elizabeth, N. J., died at his home,
659 Newark avenue, that city, Wednesday,
July 12. He was 87 years of age. De¬
ceased was the son of Elijah Kellogg, who
was formerly a prominent merchant and a
large landowner, and was at one time judge
in the county.

Mr. Kellogg, with the late Henry Kig-
gins, also of Elizabeth, formed the firm of
Kiggins & Kellogg, publishers and binders,
of New York. In March, 1866, Mr. Kel¬
logg sold out his interest to C. P. Tooker
and I. C. Kiggins and the firm then be¬
came known as the Kiggins & Tooker Com¬
pany, and still survives under that name

at 35-37 Park Place, New York City, with
Mr. I. C. Kiggins at its head.

Mr. Kellogg is survived by his widow
and three sons. The funeral services were
held on Friday, July 14.

HERSEY BROWN.

Hersey Brown, senior member of the
firm of Brown, Lent & Pett, of 90 William
street, New York, was overcome by the
heat at the corner of William street and
Maiden lane, that city, on Wednesday of
last week. He died soon afterwards in the
St. Gregory Volunteer Hospital, on Gold
street, of a fractured skull. He was re¬
turning from lunch when he fell.

Mr. Brown was born in Concord, Mass.,
sixty-four years ago and had lived in
Brooklyn ior forty-four years. In 1881 he
established the stationery business at 90
William street, where he had been ever
since. He leaves a wife, Bertha, and a
son, Richmond Brown, who is a lawyer in
New York.

Private funeral services were held at his
late residence, 8 Clark street, Brooklyn, on
Friday of last week. Mr. Brown was a
member of the Hamilton Club, secretary
of the Rembrandt Club and president of
the board of trustees of the Second Unita¬
rian Society, all of Brooklyn.

Send us in samples of your window show
cards—Others would like to see them.

PRESTIGE

Cl That which we would have of permanent endurance is of slow growth.
Cl Prestige cannot be acquired in a day .-It must be proved as surely as

^tITpraiW naoers have won prestige and an enviable reputation by their
?i5dfy C m^in P eTSghltrda^ of duality made possible by over a

« U ^MADl°IN e: ^R e K n SfflRE n ^S r erbSg all that is bes, from ,he
d The MADE, IN^BERK^HIKJE^J ve * duction8f have a prestige which

moderate P n< ; e d to the “j e hteen years of high-class stationery manufacture.

?n S the e conTeption and production of goods of this character, an organization

of trained experts is Berkshire papers is the largest fine stationery

d The home of the Made Be^ 30Q 000 square f eet of floor space filled

with the 1 inost Complete^n d modern mechanical appliances and employing

nearly 1,000 trained operators.

.. „ . _integrity—Service—build for prestige.

Quality-Reputation Int^ ^ orders will consider these

S ei Why nrn sill that which offers the least resistance?

Eaton, Crane & Pike Company

PITTSFIELD, MASS.

New York Office, Brun.wick Building, 225 Fifth Ave.

Novelties for the Trade

base balls they can not injure any of the
players and for that reason are not dan¬
gerous for boys and girls. They are sup¬
plied the trade by the New York News

WINKIE PINS

A novelty in stick pins with which to
adorn (?) one’s person are known as
Winkie pins and are for sale by the New
York News Company, of 15 Warren street,
that city. These pins come in the shape of
grotesque heads which have eyes that move
constantly, being hung as they are on fine
wire which responds to every movement,
vibrating with the slightest change of posi¬
tion. Apart from the peculiar eyes the

SURF BALL.

Company, 15 Warren street, New York.
The balls retail for 25 cents apiece and are
sold to the trade at $2 per dozen.

“L. O. K.” CLIPS

A strong clip of large capacity is the
L. O. K.” with which the Frank A.

A BARREL OF BLISS

L. H. Fielding, of the Tower Manu-
Company, 350

facturing and Novelty
Broadway, New York, has been looking
out for the poor man this season, and is
showing a great line of articles suitable
for a smoker; such as trays, cigar lighters,
humidors, cuspidors, etc. One of the best
is called “A barrel of bliss” This is a

Weekes Manufacturing Company, of 93
supplying the trade.
It is, .made of spring wire, is nickel plated
and makes a neat and attractive office ac¬
cessory. The clips retail for 5 cents.

is now

SAMPLE WINKIE PIN.

Winkie’s are funny things to look at and
ought to sell to those who like to have a
little fun even if the source is a bit un¬
canny. The Winkies sell at 60 cents a
gross, retailing at 5 cents each.

The Unwary Purchaser

Professor Hugo Munsterberg of Har¬
vard University, is conducting a series of
experiments for the purpose of ascer¬
taining what constitutes an “unwary
purchaser” and is experimenting with va¬
rious trade-marks and labels and imita¬
tions thereof. The powers of observa-

intending

THE GAME “LOTTO”

The very interesting game of Lotto
makes a pleasant diversion for disagreeable
weather, either hot or cold, and for that
reason should be found in th* stock of
stationers to supply the needs of their cus¬
tomers who are looking for a little dis¬
traction. The game comes in three styles,
packed in boxes and sells to the trade at
75 cents a dozen; it retails for 10 cents.

memory

A BARREL OF BLISS.

cigars, made in the rich Colonial brass ef¬
fect and measures 6*4 inches in height.

This box costs the trade $1.40 each, and
will make a good seller at $3.00 retail.

Another good item is the No. 200 hang¬
ing match box, of polished brass with
a fire-proof lining. This retails at 25 cents
and costs $21.00 per gross.

THE GAME OF LOTTO.

The trade is being supplied by the New
York News Company, 15 Warren street,
New York.

SURF BALLS

Stationers located in districts where there
is water ought to sell a lot of cork balk
that are used as a pastime by bathers. As
the balls are light in weight they do not
sink and floating on the water when not
in play—the are easily recovered. Unlike

HANGING MATCH BOX.

purchaser are being experimented with
so that the result of such experiments
rnay be at the disposition of the courts
in aiding them to reach a conclusion
whether in a given case an “unwary pur¬
chaser would be deceived or not.

Brains and Matter

What is the use of using good brains on wrong
matter ? What is the use of trying hard to build up a
paying Carbon Paper and Ribbon business unless you
work with a manufacturer who will give you right price
and right service ? The most successful stationers, that
is to say the stationers who get and place the big orders,
have emphatically endorsed our service—they have made
us the largest manufacturers of Carbon Paper in the
world. They did not do that out of sentiment or friend¬
ship—they did it for cold blooded business reasons—
because it was to their personal advantage. We work
with the stationer—we take no orders direct from the
consumer. Samples and prices for the asking.

MANIFOLD SUPPLIES CO.

A L FOSTER, President O. G. DITMARS, Vice-Pres.

180 THIRD AVE.,

BROOKLYN, N. Y., U. S.

THE AMERICAN STATIONER

16

IN CHICAGO

With the Passing of the Hot Wave Business
Has Picked Up—As It’s Vacation Time
Not Much Is Expected.

Western Publication Office,
431 Dearborn St., Chicago, July 18, 1911.

Better weather conditions have caused
business in stationery lines to take on con¬
siderably more life, and trade has been
more active this week than last. However,
it cannot be said that there is any great
volume to the business now being trans¬
acted, as it is the vacation period, and
many employees are away on their annual
outings. This is generally true at this
season, and applies to other lines as well
as stationery. It is not likely that trade
will be brisk again until the coming of
Fall. It is expected, however* that busi¬
ness will be quite active this Fall, as there
seems to be a growing feeling that busi¬
ness is on the up-grade again. Crop pros¬
pects are improving on account of more
moisture in the sections where it was
needed, and the indications that the total
crop will be very large are good at this
time, and this is causing the business world
to feel more encouraged as to future con¬
ditions.

SANITARY DRINKING CUPS.

Many of the stationery stores have added
a line of sanitary drinking cups to their I
stock. These are made of paper, card
board and aluminum, and are being sold
quite freely. The trains have discarded the
old tin cup, and this is true as well at all
public fountains, and to make sure of a
drink, one is now required to have a cup
handy when in need of a drink, and this
means quite a trade on the articles.

II. W. Johnson, one of the genial repre¬
sentatives of the Carter’s Ink Company in
the West, has been spending a two weeks’
vacation with his brother in Glen Ellyn,
Ill. Mr. Johnson starts out for his field
of labor very much refreshed, and states
that he will start a vigorous campaign for
business. Any orders to get away from him
will need to have unusual speed.

A. W. Thomas, one of the city salesmen
for L. E. Waterman & Co., is spending his
vacation in Wisconsin.

Thomas Merriell, formerly with Cam¬
eron, Amberg & Co., has joined the sales
force of S. D. Childs & Co., in the Chi
cago territory.

Charles E. Falconer, president of the
National Association of Stationers and
Manufacturers, was a Chicago visitor last
week. Mr. Falconer called on a number of
his friends in the stationery field, but did
not remain in the city long.

Charles A. Elsy, representative of the
Aiken-Lambert Company, left the first of
the week on his regular trip over his In
diana and Ohio territory.

It is vacation time at the office of the

Eaton, Crane & Pike Company Chicago
office. Harry S. Adams, manager, and A.

F. Overstreet are spending the month at
Sisters Lake, Michigan, and are reported
to be enjoying themselves hugely. A. C.

Statt is spending his vacation in Wiscon¬
sin, while G. G. Souerbry is holding down
the' office in the absence of the others. The | year,
latter’s time will come later on.

COLLI NS-GOODM AN CO. IN TROUBLE.

Some surpise was expressed when it was
learned that a receiver was placed in
charge of the stock of Collins-Goodman
Company, on Madison street, on Thursday
last. The Central Trust Company of
Illinois is in charge, and it is understood
that the affairs of the corporation will be
wound up and distribution made to cred¬
itors. It is a little early to be able to
state how well the creditors will fare, but
it is not believed that they will receive any¬
where near the face of their claims.

Dumonte A. Whiting, of the Vosburgh I as
& Whiting Company, stationers, of Buf¬
falo, New York, was a Chicago visitor
last week, and called on a number of his
acquaintances in the trade while here.

Arthur J. Walker, manager of the office
supply department of the Farnham Print¬
ing and Stationery Company, Minneapolis,
was here last week, and renewed acquaint¬
ance with many of his friends in the trade
while here.

John Dengler. one of the salesmen oi
Stevens, Maloney & Company, is spending
his vacation at North Lake, Wisconsin
where he reports the supply of fish steadily
decreasing.

Mrs. Nathan Whitman, wife of Nathan
Whitman, the veteran member of the sales
force of Carter’s Ink Company, died in
this city on Saturday last, and was buried
yesterday. Mrs. Whitman had lived in
Chicago for many years, and was well
known and highly esteemed by a wide circle
of friends.

Traveling representatives are scarce at
present, probably due to the fact that they
are enjoying their vacations. George S
Fulrath, representing M. Kamenstein, New
York, is scheduled to arrive in the city
tomorrow, and he will just about have the
field to himself. Thompson.

H L Carman, manager of the New York
office of Mabil, Todd & Co., returned on
the Lusitania on Friday of last week from
a flying trip to London. Mr. Carman was
in that city for only 12 days. He reports
that the business has went way ahead of
last year—which by the way, was a record

PERSONALS

L, F. Perry, of the Weekes-Numan Co.,
39 Park place, New York, returned last
week from a trip to his Canadian cus¬
tomers.

Bruno Zoeckler, of Davenport, Iowa, was
among the visiting stationers who looked
in on the New York market on their way
to the Shriners’ Convention held at Roch¬
ester, N. Y., last week.

Friends of J. D. McLaurin, of the Janies
D. McLaurin Company, maker of the
gummed tape machine, will learn with re¬
gret of the death of his infant child, who
! cll ed on Sunday last.

Hampden Hoge, of the Big Ben Binder
Company, 108 Fulton street, New York,
and his wife left this week for a month’s
stay at Berkshire Inn, Litchfield, Conn.
Mr. Hoge will run into New York occa¬
sionally to see that the “Big Bens” are
being distributed among the trade where
they have already met with much favor.

J. W. R. Merckle, president of the Thad-
deus Davids Company, who is spending the
summer at Oscawanna Lake on the Hud¬
son, New York, is reported as having
caught 70 bass and pickerel last Saturday.
Davids Security mucilage makes good bait,
once it takes hold, it sticks. All fisher¬
men prospective and otherwise should write
Merck.” for samples or get his press
agent’s name.

Irving P. Favor, American representa¬
tive for L. & C. Hardtmuth, manufactur¬
ers of the well-known “Koh-i-noor” pencil,
returned to his office, 34 East 23d street,
New York City, on Monday of this week
after several w r eeks’ absence in Chicago and
Marshall, Mich. While away, Mr. Favor
managed to combine a little pleasure with
business, and from his appearance it would
look as though he enjoyed both.

A vacation party that ought to return
to New York in a few weeks thoroughly
satisfied with their outing is or will be
made up of L. E. Waterman, W. H. Ker-
nan, IT. V. Terhune, the Hon. “Bill” Smith,
W. I. Ferris and perhaps one other. This
“bunch,” as might be supposed, are con¬
nected with the staff of The Pen Prophet
published in New York. Being on The
Prophet they are Simon pure clairvoyant
reporters and being able to read the future
they say that: “Of course we’ll have a good
time.” New Hampshire is their destina¬
tion.

H. A. Stacy, formerly with the Samuel
C. Tatum Company, is now with the
Boorum & Pease Loose Leaf Book Com¬
pany, of New York City and St. Louis, who
bought out the Sieber & Trussell Manu¬
facturing Company of that city. Mr. Stacy
has just started on a trip to visit the most
important points in Canada and it is like¬
wise his intention to call on the trade in
the United States to demonstrate the merits
and completeness of the Boorum & Pease
Loose Leaf Company’s line of loose-leaf
devices. Mr. Stacy is well known for his
hustling abilities and genial characteristics
and that he will “make good” is practically
an assured fact. His many friends in the
trade will wish him well in his new posi¬
tion and that the new arrangement will be
mutually profitable to all concerned goes
without saying.

RAPHAEL TUCK & SONS CO.

announce their Ltci *

HOLIDAY LINES FOR 1911=1912

SHAKESPtARt

AUTOGRAPH STATIONERY.
TOY BOOKS AND DOLL SHEETS.
PAPIER-MACHE TOYS.
PICTURE PANORAMAS.
PAPER DRESSING DOLLS.

CHRISTMAS AND NEW YEAR POST CARDS.
HOLLY CARDS AND SEALS.
JUVENILE AND PAINTING BOOKS.
CHRISTMAS TREE NOVELTIES.
CHRISTMAS AND NEW YEAR CARDS.

the ameri can station

lo _____

-- ~ , 7" rhr'it and defraud, should be

MISREPRESENTATION offenders against the laws and public

What Protection in Law Has the Stationer
Against His Dishonest Competitor— ha
The Question Answered by a Lawyer. ur

-.— in

By Elton J. Buckley. te

Copyright, 1911.

I have received several inquiries recently
from subscribers to The American Sta- m
tionkr asking what protection the law p
gives against the dishonest claims of com- w
petitors. One party writes: t0

“Have the legitimate stationery dealers qt
any remedy in equity against a store taking
trade away from legitimate retailers by ^. r
fraudulent misrepresentation of values that jj
are impossible, as well as making gross and ^
willful misstatements of fact in news¬
paper advertisements, as well as by word gt
of mouth, as to values?” u

fn.order that you may thoroughly under- w
stand the conditions, would explain that t j
recently there opened up for business in g(
my city, what is termed a fake bargain ^
stationery store that willfully misrepresents n
the value of its goods which are sold at
what they represent to be bargain prices. h
As a matter of fact, their representations v
are absolutely false in every respect. p

The legitimate stationery dealers are n
anxious to find some way of proceeding g
against this unscrupulous “fake” store. ^
It seems timely that I should dilate some- c
what on this phase of the law, inasmuch as t
all business men are apt to encounter dis-
honest competition of this sort, and a con- r
siderable percentage do encounter it every t
day. c

HOW SUCH COMPETITION WORKS. |

Dishonest competition usually works
through lying advertising, though verbal i
statements are, of course, often resorted (
to. Generally speaking, it consists of <
claims that certain goods advertised are ^
“worth” so much more than the asking (
price, or are “regularly sold” at more, or \
are the same that are being sold at other j
stores for so much more. i

Upon these foundations all manner of
false and deceptive statements are laid,
and the honest dealer who needs to meet
them often finds himself somewhat non¬
plussed. Almost everywhere there seems
to be a lack of knowledge as to whether
such practices can be prevented, and if so,
how.

Dishonest advertising is punishable as
such in but one State—New York, but
even there the law is not enforced. Dis¬
honest advertising, however, is punishable
as a cheat and false pretence in practically
all States.

We get our rights to proceed against such
things from an old English statute which
provides that “all persons who knowingly
and designedly, by false pretence or pre¬
tences, obtain from any person or persons
money, goods, wares or merchandise, with

Virtually all of the States of the Umon
have adopted this statute in some form, and
under this legislation it is therefore a enm
inal offence to cheat or practice false pre
tence throughout die United States.

lial e even for a lie. s

In many Stales a bare lie is enough to {
make the teller liable. For example in c
Pennsylvania there is a case on record in ,
which the seller of a refreshment P r » vll ®ge
told the prospective buyer, to whom he had (
quoted a price- of $50, that somebody else .
had offered $7: This statement was not ,
true, and the court held that the seller was .
liable to criminal prosecution for false pre-
tence.

Here is a useful definition of what con¬
stitutes a false pretence: A false and fraud¬
ulent representation or statement, mad^
with knowledge of its falseness, and with
the intent to deceive and defraud the per¬
son who listens to it, and which is calcu-
: lated to induce the person to whom it is
made to part with something of value.

Although this is perfectly lucid, the courts
have not always found it easy to decide
what is and what is not a false pretence.
For instance, if a dealer in some kind of
merchandise that has no fixed market value,
say, for example, a picture, were to
definitely claim that it was worth $50 no
court would com let him of false pre¬
tence even though it was really worth only
$10. That because : ts value was wholly a
matter of opinion, and when he claimed it
to be worth $50 he merely expressed an
opinion which was as good as that of any¬
body else.

To show the contrary of this proposition,
let us say that a cigar dealer is offering a
certain brand of cigars which is always
sold to the dealer at $35 a thousand, and
which the dealer ordinarily sells to the
consumer at five cents each. Suppose that
the fake dealer offers the same brand with
the statement that they “are selling all over
the United States at three for a quarter.”
He is without doubt guilty of false pre-
* tence and could be indicted, for what he
said was not a mere opinion, but a positive
' statement of fact.

mere dealer’s puffery, a certain amount of

which the law allows.

The courts have also decided that it is
a cheat and a false pretence to falsely
daim that goods were selling at a certain
higher price elsewhere. This is a favorite
statement, made thousands of times every
day, almost wholly through advertising.
Sometimes it is true, other times it is
simply carelessly and recklessly made with¬
out knowledge or care whether it is true
or not, and sometimes it is known to be
false.

In either of the last two cases the maker
of such statements is guilty of a criminal
act and can be indicted upon the complaint
of any person to whom his false statements
are made and who is defrauded as the re¬
sult of them.

cases on false pretences.

There are several cases on record which
decide that false pretence can be made by
advertising. I n fact, as I have said, that
is the way in which it is usually done.

There are also other cases which hold
that positive statements made by the seller
as to the quality of his merchandise, which
are not mere expressions of opinion, can I
be prosecuted as false pretence. For in¬
stance, a jeweler sold 6-karat gold jewelrv
representing it to be 15-karat He was

faS off 6 !, ne<l But 3 fruit dealer who
falsely offered cantaloupes as the finest

grown in Colorado was not, because it wa

misrepresentation the gist.

Here is one highly important point about
the law of false pretence: It makes no
difference whether the article bought
through false pretences has a value or not,
if the buyer was led to buy it by the seller’s
misrepresentations believing it to be differ¬
ent than it was. For instance, I will sup¬
pose a case: A stationery dealer advertises
an article of a certain make for $3.50. He
claims that it is regularly sold at $5 and
that $3.50 is below the usual wholesale
value. As a matter of fact, the article is
not of the advertised make it regularly
wholesales at $2.50, and is fair value at
$3.50, the price at which it is sold.

The dealer is still guilty of false pre¬
tence because he obtained money—made the
sale—through false representations. The
buyer bought in the inspired belief that
the article was of a certain make and worth
$5; otherwise he might not have bought
at all.

Where the dealers of a community wish
to proceed against one of their number
who is disorganizing the trade by P rac ‘
tices like those mentioned, they should al¬
ways proceed through some one who has
bought the falsely advertised goods.

If it can be proven that the statements
made in the advertising or otherwise were
false, and must have been known bv the
maker to be false, or were recklessly made,

: and that they were calculated to induce
persons to part with money, the action will
lie.

Care should be taken, however, not to
1 rely upon such portions of the statements
as could be reasonably be called mere
t expressions of opinion, for all courts
throw them out.

I __

r The newest thing introduced is 3
1 feather presenting exactly the app ear
a ance of the straw plait as used ^
- Panama hats. This is being applied wlt .
y very good effect to the manufacture 0
s pocket books and fancy leather artic e -
° Lumb skins or light calf skins are use
»t and they are tanned, colored and ma»-hi n
s grained to represent straw plait.

July 22, 1911.

THE AMERICAN STATIONER

9

It’s the Solidhed Display That Sells Tacks

HAWKES-JACKSON COMPANY, Makers, 38 Murray St., NEW YORK

RELIABILITY -3=-

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is reliability. , . ..

LqK^ The Pelouze Postal Scales stand for both durability and reliability. ♦ ;MmI

w«|V; \ ] They not only tell instantly the cost of postage in cents on al

|;| classes of mail matter, but also give the exact weight. .

They are beautifully made in artistic designs—appropriate lor
National .... 4 lbs. the large Business House, Office, Store and Home. Mali and E^p.ie ibs.

Union . 2v» lbs. They will soon pay for themselves in stamps saved. commercial ..12 ibs.

Columbian ... 2 lbs. Every scale warranted. c 1 u * s .*

creL;, 1 £ For sale by leading dealers—Insist on getting a PELOHZE. Scale. victor . lb8 '

WRITE FDR CATALOGUE

PELOU 7F sriAT.E & MANUFACTURING CO., 232-242 East Ohio St., CHIC AG

Mail and Ejcp.
Commercial ..
U. S.

16 lbs.
12 lbs.
4 lbs.
. iy 2 lbs.

This illustrates the new packing
of the

Hexagon Maroon

P.ranhif p Pencils

5 $£ Pencils

T he dozen boxes are beautifully em¬
bossed in gold and the pencils are the
same choice quality of leads and finish
so long and favorably known to the
trade. The price remains the same as
heretofore.

JOSEPH DIXON (RUGBLE (0.,

Iapsp.v Citv. N. J.

‘INDEPENDENT” SAFETY FOUNTAIN PE . ^ ^

With No. 3
Gold Pen.

GOld PCn - IN ANY POSITION KEW IDEA CAP LOCKS PEK WHEN KOI IK USE. ALL PUKE RUBBER AKD

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WRITE FOR OUR LATEST CATALOGUE OF . j—% v |I T). INEW/ YORK. CITY

OWEST TERMS TO THE TRADE. I # JJ 1 . | , IV ■ * OC V—» IN _

27 THAMES STREET. ___—-'

20

he would be more at home. It was to the
Polo Grounds. As the grandstand is being
rebuilt of concrete sitting in the sun
was not the coolest proposition going.

After two innings Wassell said, “Heh!
you fellows, I’m no Asbestos Mummy!
The heat from that cement is roasting me
•about Texas heat—we

Next to foreshadowing a commission for
the fixing of prices; the most radical state¬
ment of the Attorney-General is that the
law of supply and demand and free com¬
petition no longer prevail.

The anti-trust legislation of the United
States and most of the separate. States, said
Mr. Wickersham, is based on the theory
that the natural price of an article is that
fixed by the operation of the natural law
of supply and demand, working without
artificial restraint. But the fact is that the
law of supply and demand does not and
has not for many years worked in this
country in a natural, unrestrained and un¬
fettered manner. The Government, in the
first instance, interposes an artificial re¬
straint in the protective tariff on imports.

ESTABLISHED 1874

DEVOTED TO THE INTERESTS OF THE

Stationery and Fancy Goods Trades

PUBLISHED EVERY SATURDAY

BY THE

LOCKWOOD TRADE JOURNAL COMPANY

150 Nassau Street, New York.

C. It. Jones, President. L. E. Jones, Secretary.
G. W. Jones, Treasurer.

Enured at Ntw York Post Office as second class mail matter

alive.

couldn’t beat this even in the days befor<
the first cake of ice struck Texas, and w<
all drunk whiskey year ’round, whew
What are they trying to do here anyway
“Well,” says Freddie, “this spot i
known as the Tireless Cooker’—you’v

TERMS OP SUBSCRIPTION

One Year.$2.00

Six Months. 1,00

Three Months. 50

Canada and Foreign Countries per year ..... 3.60

Remittances may be made by draft, express or

postal money order, or registered letter.

chimed in

“Surest thing you know,

O’Connell— and here is where the Side¬
walk Egg Frying Championship is to be
decided.

Wassell said, “I believe you. Hell and
Texas are no longer in it.”

On the way out after the game a fellow
Texan happened to run into Wassell. This
on the Q. T., is what he said:

“Hello George!—Say George I know
your Texan name, but what name do you
go under up New York way? You and I
know, George, that every Texan has two
that he grew up with; the

CabU Address

Catchow, New York

Telephone

4603 Beekman

-431 South Dear-

COOL STORES

The ten days of blistering heat which
ended on Wednesday, of last week, ought
to teach us a lesson in the necessity for
preparation for such hot spells. If sta¬
tionery stores were as cool as some other
places that we hear of, more people would
visit them just to get in out of the sun
for brief rest. These visitors, although
they do not come in with the intention of
buying anything, always see some article
that they happen to need and rarely go out
without purchasing a fan, a tablet, an eye-
shade, a pair of smoked glasses, a ball of
twine, a bunch of tags or some thing that
the season of the year forces them to use.
By making the stores really inviting dur¬
ing the hot weather the sales will surely
increase.

THE AMERICAN STATIONER is the pioneer
publication in its field and has long been the Rec¬
ognized Organ of the Stationery and Fancy Goods
Trades of the United States and Canada.

/.Its bona-fide circulation is more than
twice as large as that of any other
stationers' journal in the United States.

-one

names-

other he took for policy sake when he went
to Texas.

Seymour and O’Connell know the answer
—ask them.

Goldsmith Bros., San Francisco, Cal., in
renewing subscription to “The American
Stationer” write: “We are well repaid for
this expenditure, receiving much useful in¬
formation during the year.”

A fishing party left Minneapolis one day
last week, bound for a well-known fishing
ground on a lake not far from that city
on the Wisconsin side of the State line.
It consisted of G. W. Skeels, representing
the Globe-Wernicke Company, Cincinnati;
Harry Murdoch, representing the Irving-
Pitt Manufacturing Company, Kansas City;
and Ernie Thomas, of the Williams Sta¬
tionery Company, Minneapolis. Two boats
were required for the party, one used as
a trailer to carry the fish. This was in¬
sufficient, however, and a quantity of the
fish was thrown into the same boat with
the fishermen. This made such a load that
one of the oars was broken. Thomas
jumped out of the one boat into the other,
to lighten the load, and thus make it pos¬
sible to propel the other to land with the
single oar. Skeels was using this oar to
the best of his ability to land the boat, but
made slow progress when they neared land.
Finally he gave it up, and announced his
intention of jumping to land and pulling
the boat in with a rope. Now the bank
looked fine and firm, but when Globe-
Wernicke jumped, he landed in soft mud
and quickly sank to his waist line. After
vainly trying to extricate himself he sent
out a yelp for help, and the first aid to
the injured responding quickly; he was
finally pulled out and spread out on the
bank to dry. Notwithstanding this experi¬
ence the entire party was unanimous in the
i re Port of a “dandy” and successful trip.

POWER TO FIX PRICES

As the question of common sense as
applied to prices is one that has occupied
the attention of the trade for some time,
stationers will read with deep interest the
address of Attorney-General Wickersham,
delivered before the Minnesota Bar Asso¬
ciation, on Wednesday of this week.

The feature of the address, which is re¬
printed on page 21, is that a public com¬
mission to regulate prices is a natural con¬
sequence of the Government’s regulation
of trusts. Railroad rates are now the sub¬
ject of regulation by the Federal authori¬
ties, so why not other articles that are the
^ubject of Interstate commerce? This is
the question, according to the Attorney-
General, that will soon press for solution.
The real point then is : What are the articles
of Interstate commerce in which the people
have a sufficiently strong interest, to want
prices on them fixed? In the early days
millers who ran grist mills were the sub¬
jects of regulation and were forced by law
to grind for everybody and at the same
price.

July 22, 1911.

21

THE AMERICAN STATIONER

TO FIX PRICES

Attorney-General Wickersham Favors
Commission—Supply and Demand and
Free Competition no Longer Prevail.

An address by Attorney-General Wick¬
ersham was the feature on Wednesday
afternoon of the meeting of the Minnesota
State Bar Association, at Duluth, that
state. The attorney-general took advanced
stand on the further Federal regulation of
corporations, and declared that a govern¬
ment commission to regulate great indus¬
trial organizations, in the same way that
the Interstate Commerce Commission reg¬
ulates railways, was certainly most desir¬
able, and that it might become absolutely
necessary.

Mr. Wickersham declared that it was a
matter of serious consideration whether it
would be practical to give to the proposed
interstate corporation commission the
power to fix prices. To do this, in theory,
would simply require an extension of the
principle by which the Interstate Com
merce Commission controls the rates on
railroads.

SUPPLY AND DEMAND OBSOLETE.

The law of supply and demand, Mr.
Wickersham said, no longer controls prices
in the United States. For years, he de¬
clared, the prices in all the great staple
industries have been fixed by an agreement
between the principal producers and not by
a normal play of free competition. An in¬
terstate commission, the attorney-general
added, would prevent violation of the Anti-
Trust act, and aid business men to main¬
tain a continued status of harmony with
the requirements of the law.

Many of Mr. Wickersham’s declarations
were the most radical he has made since
his entrance into official life. With the
weight of an administration officer behind
them, his remarks made a deep impression.
There was nothing in the speech, however,
to indicate how far the attorney-general
reflected the views of President 1 aft. On
several occasions in the past, however, he
has been regarded as a spokesman for the
Administration.

NECESSITY FOR FURTHER REGULATION.

The attorney-general, in discussing the

general question of what further regulation
of interstate commerce is necessary or de¬
sirable, said that he had not attempted to
express a conclusion, but merely to state
the elements of a great problem which
goes to the root of the prosperity of the
American people. He said :

That some further regulation over cor¬
porations carrying on commerce among the
States may be necessary is, however, com¬
ing to be a matter of current comment. It
has been openly advocated quite recently
by representatives of some of the largest

combinations of capital, probably as a means
of salvation, and to preserve under govern¬
ment supervision great organizations where
continued existence is menaced by the re¬
cent interpretation of the Sherman act,
the disintegration of which would be neces¬
sarily attended with much loss. To such,
it is a case of “any port in a shipwreck.”

But there are other reasons for such reg¬
ulation. The Federal Department of Jus¬
tice is not organized or equipped to main¬
tain constant supervision and control over
business organizations. It deals only with
cases of violation of the law. The activ¬
ities of an administrative board or commis¬
sion would be directed to preventing such
violations, and in aiding business men to
maintain a continued status of harmony
with the requirements of law.

POWER TO FIX PRICES OR NOT?

Whether or not such a Federal industrial
commission should have power to regulate
prices is, of course, a matter for serious
consideration. . . . We have become ac¬

customed to the regulation of rates of
transportation, but the suggestion that
prices of commodities be regulated by Con¬
gress seems novel and radical. Yet the
principle on which the regulation of trans¬
portation rates is based is simply that when
property is used in a manner to make it
of public consequence and affect the com¬
munity at large it becomes clothed with a
public use, and may be controlled by the
public for the common good. . . .

The anti-trust legislation of the United
States and most of the separate States is
based on the theory that the natural price
of an article is that fixed by the operation
of the natural law of supply and demand,
working without artificial restraint. But
the fact is that the law of supply and de¬
mand does not and has not for many years
worked in this country in a natural unre¬
strained and unfettered manner. The gov¬
ernment, in the first instance, interposes
an artificial restraint in the protective tariff
on imports. True, the theory of this tariff
is to equalize conditions of competition; to
place, as it were, a handicap on the foreign
competitor who has produced his com¬
modities under conditions less burdensome
than those under which the American
manufacturer produces his. But, in fact,
the inequalities resulting from the methods
of tariff legislation are very often impos¬
sible' to justify on the theory of sufficient
protection only, and the resulting price is
that fixed by a limited competition between
dealers in the market from which foreign
competitors are to a certain extent ex¬
cluded.

prices not fixed by free competition.

Nor is this all; it is probably safe to say
that in almost every one of the great staple
industries prices have been for years fixed
by agreement between the principal pro¬
ducers and not by the normal play of free

competition, even among the domestic pro¬
ducers, nor by the unfettered operation of
the law of supply and demand. The fact
seems to be that the prices of standard
articles of consumption sold in the United
States for a number of years past have
not been fixed at all by the operation of the
laws of supply and demand or of unre¬
strained competition, but by associations of
the producers, without the participation of
the consumer or the general public—that is,
without those who have had to pay the
bill having any voice in fixing the price.
In this view, it is certainly not unreason¬
able that the purchasing public should de¬
sire to have some part in determining the
price it is to pay—in like manner as has
been recognized to be just with respect to
the cost of transportation. . . .

BUSINESS MEN WANT TO AVOID VIOLATIONS.

Business men of integrity are naturally
desirous cf avoiding violations of law. The
construction of the Sherman law originally
contended for would have condemned'them
for any concerted action which imposed
any restraint on trade. The more en¬
lightened view which has been established
by the Supreme Court limits the prohibition
to undue restraints—those which are not
the result of normal business methods, but
which are intended to accomplish, or have
for their direct and primary purpose in¬
terference with the natural course of trade
and commerce among the States or with
foreign countries. Yet even within these
rules there is an area of activity where co¬
operation and association should only have
play under government supervision and con¬
trol. . . .

These problems go to the very root of the
continued prosperity of our people. They
can only be solved by a careful considera¬
tion free from any partisan bias. I have
not attempted to express a conclusion, but
merely to state the elements of a problem
which if wisely determined will “scatter
plenty o’er a smiling land,” and if unwisely
dealt with may paralyze the land of indus¬
try that maketh rich—not with the unequal
wealth of monopoly, but with the dis¬
tributed wealth which brings national pros¬
perity and continued peace.

Do You Need Watching?

A wise editor said the other day, “The
secret of success lies in the degree of re¬
sponsibility taken by the worker. I give
a man a single thought or hint to work on,
and if he has any red corpuscles in his
makeup, ‘he does the rest.’ In the end, at
the point of achievement, he has the glow
of feeling that he was responsible for it all.”

The employer, the man who is the pro¬
ducer of the pay envelope, soon comes to
know who is the valuable asset in his con¬
cern. He is not the fellow who must be
watched from A to Z in any transaction,
but he is the watchman of his particular
charge.

. -<v

e is no question, therefore,
very near future the gov-
will change from the present
method of printing and prepar-

-- 3 and adopt a more

high-speed and up-to-date auto-
all of which will tend to
the use of stamp-
d relieve the pur-
bonus of 6 cents,
which there is no
he should be called upon

introduced and people service.

i their merits and but that in
stamps ernment
remark- obsolete
Engrav- ing postage stamps
mps are modern l-„
the last matic process

and, facilitate and increase
r. affixing machinery am
bureau, be- chaser from the present
led 8 cents and 12 cents,
earthly reason
to stand.

of new | TYPES OF STAMP-AFFIX

“Stamp-affixing machines seem divided
into three great classes, most simply
r, the designated as expensive, medium-priced
attached by and c heap. Of the first we have made
also form the com paratively little study, as there are
few concerns with volume of mail to
warrant the investment, although this
type is of great value to concerns han¬
dling mail in large volume for the trade,
We would recom- that loading, stamping and sealing and
nation investigate address i n g envelopes on contract. Also,
trge for stamps in th - s highest type of machine must be
roper time comes, cons idered if it is thought feasible for
ry, a campaign for enve i 0 pe manufacturers to go into the
bonus, which the SUDO i Y i n g of envelopes with postage

chines have been
are coming to rec<

convenience, and

put up in rolls is
able rate—in fact,
d Printing,
states t

about 200 per cent.
Scientific American, M
the director of the

' ’ * l a few years coi
be universally used by the
. This has been
; advent

and coiling ma-
method, instead of
he strips being pasted togethe:
ntire sheets of stamps are
nanila strips, which
>rinted wrapper for the stamp and core.

STAMP AFFIXING MACHINES

Envelope Manufacturers are Urged to In-
form Their Customers About the Use
cn/*Vi Marhines—Stamps in Rolls.

ing

prepared,
year has been
according to the
Ralph,

lieves that within
stamps will Lv, —
post office department,
brought about by the
automatic separating
rhine.s. Bv the new

The following is a portion of the re¬
port presented at the recent annual meet¬
ing of the American Envelope Manufac¬
turers’ Association by F. McB. Dorris,
chairman of the Committee on Substi¬
tutes for Government Envelopes:

“Our first problem is to show all users
of envelopes how to overcome the ex¬
pense and nuisance of applying stamps
in the old-fashioned method from the
sheet. This will improve our chances
for converting a large percentage of
those using government envelopes and
also prevent their rapidly increasing use.
This is to be done briefly by making
two things universally known, first and
most important of all that postage
stamps can now be had in roll form, and,
second, that an inexpensive device can

“Stamp-affixing machines and their
use first became possible and valuable
when the postoffice department in De¬
cember, 1908, arranged to put out 1 -cent
and 2 -cent postage stamps in rolls of
500 and 1,000 on requisition. We under¬
stand the department recognized the
utility of stamps in roll form, that is,
in strips one stamp wide and rolled up in
a coil on a paper core. The stamp-

stamp. The department unaertoox to
prepare stamps in this way by taking the
regular square sheets of stamps, separat¬
ing into strips, pasting together and then
reeling by hand on an apparatus similar
to a fish reel. Until recently this was
the only method known for coiling post¬
age stamps, and for a time was adequate
to meet the requirements. At first, also,
the stamps in reels were sold at face
value—that is, from December, 1908, to
March, 1910. Then, because of the con¬
stantly increasing demand and because
the department realized they were cost-
money to produce, a

stamp-affixing apparatus over another.
We have tried to advise regarding each
in a strictly impartial manner, yet m
accordance with our best judgment.

“Along the above line, therefore, it
would seem that absolutely the best way
to show the general public in all parts
ountry that stamps can be ob-
i rolls and easily affixed is by
is not confined to vending and affixing recommending an extensive advertising
machines. It would be a great conven- campaign, which, of course, can be in-
ience if they could be produced in suffi- dulged in with the medium-priced ma*
cient quantities to supply post offices for chines, but to much better general ad-
retail sale at the stamp windows. He vantage by means of one of the third or
states that the coils would be a con- cheapest type of affixer. It will be seen
venient form to business houses for gen- by examining the Natural Method ma-
eral purposes. The following quotation chine that space is provided on the upp^ r
is taken verbatim from his report: T portion of the frame for imprint.
recommend that steps be taken looking are advised that for advertising pu r
to a change in the method of printing poses, where the general order is for J
our postage stamos which will enable laro-A + i r\r\ nnn offivei

stamps in coils in limited quantities, the
coils containing 500 or 1,000 stamps ar¬
ranged endwise or sidewise and issued
with or without perforations between the
stamps, as preferred by the purchasers.

Dd was laborious and ex-
arranted the bonus asked,
goes on to state that he I of th

ing considerably
bonus was placed on stamps in this form,
above the face value, of 8 cents on rolls of
500 stamps and 12 cents on rolls of 1 , 000 , if
perforated; if unperforated this bonus

pensive, and \
The assistant

July 22, 1911.

THE AMERICAN STATIONER

23

Window
Displays

of inks and adhesives can be used
to distinct advantage in boosting
your sales of these much needed
articles.

All

Carter’s Inks

Mucilage and Paste

packages are put up as attractively as
possible with labels and general appearance intended to
help the dealer realize a quick return on his money.

Carter’s Writing Fluid

The best general ink for Office and Home.

MOORE MEMORANDUM
FILE AND PAPER WEIGHT

Neat and Attractive—Handy and
Useful—Makes Your Desk Com¬
plete—No More Lost Papers

Every paper always in sight
$1.85 per dozen to dealers

Manufactured by

INDIANAPOLIS CALCIUM
LIGHT & FILM CO.

(Novelty Department)

114-116 S. Capitol Ave. Indianapolis, Ind.

DOUGHERTY’S PLAYING CARDS

FEN CARBON
BILL BOOKS

No Press
Any Ink

No Water
Any Pen

No Brush
Any Paper

Many of your customers would find

THIS BILL BOOK A REAL TIME SAVER
TROUBLE SAVER AND MONEY SAVER

One writing for bill and copy in bound book a real record.
Write us today for price list and circular matter.

DITMARS-KENDIG CO.

278 Douglas Street, Brooklyn, N. Y.

NQ130

MARGUERITE

PLAYING CARDS

MADE BY

A.DOUGHERTY

76 78-80 CENTRE ST.
NEW YORK

KNOWN FOR MORE THAN HALF A CENTURY

No. 130 MARGUERITES No. 9 TALLY-HO

So" D OR ES EN*.MEL S ™S h LINOID OR ENAMEL F.NISH

SOMETHING NEW The g est 25 c . Card Made

A Perfumed Card

SU A°n b a a b t c'oup 9 :: 1» Good Assortment of Design,

m _ _ A valuable coupon r- ■ ■

l DOUGHERTY, 139-141 Franklin st., NEW YORK

Our Poinsetta Sprays are the Recognized Leaders

We make both
five and ten
cent sizes and
a few to sell at
twenty - five
cents.

We make 150
other kinds of
five and ten
cent holiday
goods.

The complete
line is on dis¬
play in New
York and Chi¬
cago.

Write today
for our new
catalogue.

We invite
c o r r e -
spondence from
syndicate buy¬
ers and jobbers
handling holi¬
day goods. We
have an excel¬
lent proposition
to offer.

Our specialties
are handled by
the leading
wholesale
houses through¬
out the United
States and
Canada.

BEISTLE & COMPANY

;w YORK <shinnensburg. P&- Oscar Leistner. Representative

*rson. Rcnresentative dllippeil»UUI „ N. Frankl.n St.

NEW YORK

H. Clay Emerson, Representative
621 Broadway

KEEP GOOD HELP

Employers Should See to It That Their

Good Men are Encouraged to Remain
Instead of Going Elsewhere.

By Warfield Webb,

Written for The American Stationer.

•Til give you a salary of $5,000 a year
if you will remain with me and not open
your place of business.” The speaker
was a middle-aged man addressing a
much younger man; in fact the latter
was not much more than a boy. He had
been in the employ of the elder man foi
several years, and had decided at last to
enter business for himself. Just why
the older man wished him to remain was
very evident. He had proven himself a
valuable employee; had builded up a nice
trade for the store, and was a man who
made many friends by his pleasing and
congenial manner.

On the other hand the employer was
not a man to make friends, and the
nature of his business depended to some
extent at least on the reception the cus¬
tomers received at the hands of the pro¬
prietor or manager. He had left that to
his employees, and this young man had
proven himself an adept in this as well
as in the management of the whole busi¬
ness. There could be but one conclu¬
sion to reach, and that was that it would
be cheaper to pay him a much larger
salary and keep him, than to permit him
to become a competitor.

On his part the young man was not
long in making up his mind. He real¬
ized that the larger salary was tempting,
and that the chances he was taking en¬
tailed responsibility and labor that he
did not risk in his present position. He
was young and the venture might not
prove a success. Had he better not
defer for a year or so longer? These
were the arguments that were advanced
to dissuade him from “going it alone.”

THE FIRST DAY A SUCCESS.

Whatever effect they might have had
on him at another time, he refused to
heed the warning then, and stoutly re¬
fused the flattering offer. The announce¬
ment of his opening was made, not more
than a block distant from his old stand,
and the first day’s business convinced
him that the change he had made was
wise, and that he would win the laurels
he set out to win.

There was something in his manner
that made him friends. To him every
customer was the same, and the pur¬
chases each made were just as valuable
as those of another, no matter how
trivial. He refused to show any favorit¬
ism. His policy was fair treatment to
all, and the wisdom of his attitude was
the groundwork of his success.

E AME RICAN STATIONER __

---• r i ^rosnering. He found it necessary to

He began in a modest way, satis fie ? reaS e h i s line, and to add more room

grow as the business increased, but par- i e o£ bus iness. He never for-

ticular as to the details that were to e ^ congen i a iity, and never lost sight
the stepping stones to his success. - regard for the least of his cus-

reception of his customers he atten e j n time he even purchased

to himself. He was conscious t iat «>uc i nd and erecte d a building of his

depended upon his ability to io n His business justified it, and with

trade by the treatment t a ea ^ y he became more prosperous,

ceived. The success of this system u said that he was ,

proved that he was right for his bust- ScP the truth is that he

ness grew each day more pleasing and Perh J s luck ’ by his own persistency
the best compliment to him was that the forced ms in y y

customer of today was the customer of and pluck.

THE MORAL-SEIZE OPPORTUNITY.

tomorrow. . , . , ,

Many of us are unlucky simply from

THE OLD EMPLOYER SURPRISED. ^ ^ ^ we are too pron e to let

His old employer, a man who did not some one e j se tabe the advantages that
mix with the people, but who depended ^ bave rightfully earned. There are op

upon his help doing this, was not sur- p 0 rtun jti es for each of us, but we have
prised at the turn of affairs. He saw a ^ time for them. Seeing an opportunity
number of his customers go to the new . g no£ eno ugh, it must be halted and
place of business, and his fears were t j irott i ed and coped with with earnest
being realized more certainly each day. ness ^y e can sometimes make them for
What could be done to offset this trend? ourse j ves as this young man did, but ini
He was a man who could not and would prQving an occas i on as he saw it.
not encourage business by a welcome former employer had never been

manner. He had never done so, and he taught the value of m aking friends. He
could not begin at this late day a new ^ failed tQ under stand that there is
policy. His only alternative was to seek wisdom in having e ven a dog for your
a new manager who could stem the tide fdend sometimes . He was content to
that was flowing from him to his new make others do this for him> and fai i ure

competitor. b is the inevitable lot of anyone who leaves

He did so. That is, he endeavored to his wQrk for others t0 do for him .

do so. He advertised for a manager, In & few he had t0 close ou t

and was particular as to the exact word- and quit He had tQ concede his younger

mg o t e sa ™ e - t rea 1 e lls ‘ competitor the laurel that he had lost
Manager wanted by a man who is hard leayi the friendship and the wel-

to please. Applicant must be a man who . r , .

, r : , TT , , , coming of his customers to some one

can make friends. He must be of ex- TT , . , A

, , . . , .... ^ 1-1 else. Had he understood the tact that

cellent habits, and willing to work in the . . . - . •

, , A is a part of the successful operation in

face of strong opposition. lhe oppor- , , , , , , . AiA

•. • i T , business he would have succeeded as did

tumty is here. Let us see the man. .

Salary good, and prospects for advance- 1 y ounger man

* ii * * i • a Tt 1S true that there are other things

ment excellent to man making good.

Address H O H ” that go to make success aside from a

The wording of'the advertisement did fHend ^ spirit in a business, some mat-
not deter a number from seeking the tcrs that are v,tal to the .continue* suc-
position. Now it was rather a difficult ccss ° an ' business, but it is not mg

matter to select a man who would seem- |°° muc b to rate that of watchfulness

ingly be the proper one for the place. * Q1 * le wan * s °*y° ur customers as equa
The proprietor thought that he could t0 a ^ tkese others.

read human nature pretty well, but he-

was in a peculiar predicament here. It Q n File

would not do to change the man too If an „„ki„d word appears,

frequently, and still he must depend to File the thing away,

some extent upon the selection in ad- If o nrn ~ •

Several trials were made, but there was
always some fault to find with each man
who undertook the position. Jn vain
did he improve both exterior and in¬
terior of his store. It seemed useless
to improve the service and the char¬
acter of his commodities. He might
even have lowered his prices, but that
he felt would only cheapen him in the
eyes of everyone. He could not secure
a manager, and still he, was solely de¬
pendent upon some one else to undertake
this responsible position.

In the meantime his young friend was

On File

If an unkind word appears,
bile the thing away.

If some novelty in jeers,
bile the thing away.

If some clever little bit

Of a sharp and pointed wit,
Carrying a string with it—

File the thing away.

If some bit of gossip come,

File the thing away.
Scandalously spicy crumb.

File the thing away.

Do this for a little while,

Then go out and burn the file.

—John Kendrick Bangs.

EXCLUSIVE PATTERNS

School Bags, Pencil
Boxes and Incidentals

FOR THE SCHOLAR

SPECIALTIES AND NOVELTIES FOR THE
STATIONERY TRADE

A. L. SALOMON & COMPANY

Wholesale Stationers Aluminoid Pens

345-7 BROADWAY, NEW YORK_'

Don’t Miss
Your Share

PRINCESS COVER

of this trade. We
will help you get
it by furnishing
you imprinted ad¬
vertising matter of
our products fRtt

Papers for Catalogues ai

STAR Manifold LINEN

Add quality and distinction to printed matter

We also make Paper for Carbon Mani¬
folding in all its branches

Writs us to-day,

C. H. Dexter & Sons, Windsor Locks, Conn

The Detroit Coin Wrapper Co,

Detroit, Mich. Toronto. Or

IT’S THE ""WEARING QUALITY” SERVICE

That Makes Our Playi ng Cards Most P opular

The American Playing Card Co.’s products have the proper slip, perfect

kv c • V, and elasticity that makes dealing satisfactory and the evening a pleasure.

k w all grades-from a cheap Steamboat to a fine ilium,nated

USv . . e . . . _ a fioa colors. Have a large and varied assortment of designs

THE AMERICAN

WE NOW £,(->■ ON THE

most PACKET SEAL. MARKET

<ji , “ALUMINUM, <i

- — T .jpcq SIZE OF DIES \fi" DIAMETER

WEIGHS ONLY 10 OUNCES

- R & WENTHE, E ngravers, gJg i\ H- Pea

SEND for SAMPLE NON-LEAK, SELF-FILLER on

Sold by All Up-to-Date
Dealers, or Write to

approval

FITTED WITH
14 Kt. No. 2 PEN

the am

26

THE SELLING END

As the Successful Sellers Become the Ex¬
ecutive Heads Salesmen Should Make
the Most of Their Opportunities.

Every organization depends on the Sell¬
ing End” of the busines for its entire ex¬
istence. Profits are made or lost in that
department, and dividends are reduced or
increased by the successful management of
those in charge of that important branch of
work.

It is not intended to reflect on other de¬
partments, as they all contribute their share
toward the success of the business. The
purchasing department thinks it makes the
profit in the low prices it gets, or special
deals it effects. The advertising man feels
he cfeates the business through his clever
advertisements, and to him is due the credit.
The manufacturing or operating depart¬
ment have their own opinion about where
the profits are made, but after all the selling
department can either “make or break” a
concern.

It usually follows that the executive heads
are selected from the “Successful Sellers,”
because it is found that peculiar ability,
backed by experience, is valuable in the con¬
duct and management of a prosperous
business institution.

Look about and see who are the heads
of manufacturing industries . . . There¬

fore, the man who enters this field of work
has a large outlet before him, and it is
well worth the effort put forth to make a
big success of the undertaking.

THE MODERN NEEDS.

A good many years ago, not so many,
either, because it comes under my observa¬
tion, you may recall that the successful
salesman was gifted in his ability to tell a
good story in the corner store, or crack a
joke with the men about the stove playing
checkers, and pass around his plug of “Bat¬
tle Axe” or “Horse Shoe,” but now it has
become just as necessary through the edu¬
cating influence of the different associations,
for the successful salesman to preside at a
local banquet, make a speech at a conven¬
tion of hardwaremen or write an article for
an enterprising paper that wants his views
on all kinds of subjects.

There is something more than “mere
figures” that enters into the average deal
that a successful salesman puts through.
Personality enters very largely into most
transactions, and the ability to understand
and read human nature reads and points to
success.

Flattery is not always an asset; it smells
like perfume and is very often bitter to the
taste. Enthusiasm, too, helps a lot, but it
can be overdone to the regret of many a
buyer or merchant.

The story of the salesman who sold the
entire output of his factory and sold him¬
self out of a job, is not a new one, but les¬
sons are taught from all experiences.

erican st ation

It is a curious fact, in sizing up men who
are successful or have been a success at the
selling game, that you find all sorts and con¬
ditions That is, there isn’t any one type
or rule to work by. A set of experience
fitted to another case may work his down¬
fall, and advice given with the best of in¬
tention creates different impressions in
different minds. One man will succeed
along a certain line of thought where
another will fail working on the same idea.
Therefore, individuality affects the sale of
an article, just as good or bad impressions
are formed by those we come in contact
with.

Success will lend its ear to one line of
argument, and deal just as kindly to another
presented in an entirely different way.

LEAN MEN IMPROVE.

Have you noticed that very few lean or
thin men remain in the selling end of this
business? Why is it?

Is it because the work generally makes
them hale and hearty, or is it an unusually
healthful occupation? Hardly. My impres¬
sion is that it takes big men mentally and
physically to stand the strain, and big
things usually make big men. So as long
as he doesn’t “get fat above the eyes,” a
man can grow as big as his job.

Hard work forms the foundation on
which are built many and many of the great
big things that we are all trying to attain.
To some it may appear to come a little
easier because they are able to adapt them¬
selves to the work quicker, but the ma¬
jority have to do a lot of hard “plugging”
to make a go of it. It is said that “oppor¬
tunity knocks at your door only once in a
lifetime,” but she taps frequently and the
man who keeps his ears to the ground gen¬
erally hears the footsteps.

Honesty is, of course, the best policy;
trickery never got anywhere very long, and
is only practiced by those who don’t expect
much or hope to make a transaction more
than once. Deal fairly and squarely; look
your proposition in the eye, know your
ground, make your arguments logical and
to the point, and the result will take care of
itself.

Lack of support or confidence in the
house or goods you represent is the first
indication of weakness; better by far to get
out altogether. Quit; do something else
than lose faith in the people you work for;
the goods you sell or the concern you
represent.

There is a toast that goes something like
this, “My house first, last and all the time,
right or wrong, My House!”

The modern salesman recognizes the
strength of his position, but seldom takes
advantage of his knowledge. He listens
intently to suggestions and frequently
creates the impression that the “other
fellow” knows it all, but rarely does he

pull the string” when the “other fellow”
falls in a trap, and generally gives him a
helping hand when caught in the meshes of
his own net.

SR

WHAT MAKES FOR SUCCESS.

It is hard to say just what constitutes the
requisite for a successful modern salesman,
or what methods prevail in modern sales¬
manship that are different from those that
have always existed. It is a notable fact
that straightforward, trustworthy methods
were successful years ago, and things
haven’t changed much in that respect.

The pill of necessity has brought out the
best in many a man, and a dose of hard
knocks has built up his constitution and
given him an appetite for success. It’s all
a matter of habit—so get the habit.

Men frequently get into a rut, and suc¬
cessful men at that. Their ideas work in
a groove and rotate around themselves too
much. The buyer has heard the same old
story so long that he can almost picture
the argument before he hears it. Dress up
the argument, paint the picture in different
colors, present a thought in a new light, and
create interest, not only in yourself, but in
the wares you have for sale.

Brush the cobwebs aside and put in ac¬
tion a train of intelligent word paintings
that will make a motion picture show jeal¬
ous. Don’t over-play your hand or make
yourself tiresome; know when to quit, what
to say, when to say it. A pause is very
effective and something left to the imagina¬
tion leaves a good taste.

The average buyer has other work to do
and longs to get at it, though he politely
listens to the drone of tiresome men. Do
you wonder why some fall by the wayside
and never seem to get along and why some
are kept waiting on the “mourners’ bench?

Be original, patent your own ideas and
copyright your own arguments. Single out
a line of thought and stick to it if it fits
your own case. Men are known by words
these days as well as deeds.

THERE ARE STILL CHANCES.

A young man says: “What chance have I
with all the others ahead of me who are
comparatively young men, too?” All the
chance in the world. Patience, always a
virtue, has won more times than she has
lost, and the percentage is still in her favor.

Every successful man of ability makes a
place for himself and doesn’t wait for it
to be created for him. He doesn’t mark
time very long, and if he’s worth anything
at all the boss won’t let him get far away
and keeps him in the shadow of his eye.

Envy has ruined many a man; ambition,
never. There are two kinds of salesmen—
one you have to “sit on,” and the other you
have to prod. It’s the same in life £> en *
erally, the good, the bad and the indifferent,
the three graces of human nature.

Modern method in selling goods excites
the admiration and cheapens the cost be¬
cause' it lessens the effort just as modern
machinery gives one competitor an advan¬
tage over another. Therefore, men of dis-
cretion, don’t shy at a new idea or let the
chance slip to demonstrate your ability | n
modern salesmanship.—A. C. McKinnie, $
Hardware Dealers’ Magazine.

July 22, 1911.

THE AMERICAN STATIONER

27

ARE YOU READY

For the Summer Trade

Order your new subjects now. You can get the cards quickly from us
and at the same time be certain that quality will be top-notch.

Try Our New Monotone Style.

500 for $4.««; 1,000 for $5.5°

Made from any Photo and delivered in from two to three weeks’ time.
There is life and snap to our cards. They stand out from the “ordinaries.”

Buy your View Post Cards from the house that makes most of the BEST
ones seen in the Central and Western States. Prices right and SUPREME
QUALITY at the PRICE.

" It’s to your advantage to send for Samples to-day.’’

E. C. KROPP & CO.

230 JEFFERSON ST.

MILWAUKEE, WIS.

Manufacturers since 1808

PAPERS OF QUALITY

11 STAONAL”

For Kindergarten, Marking
and Checking.

11 DUREL”

Hard Pressed for Pastel
Effects.

” CRAYOLA”

For General Color Work,
Stenciling, Arts and Crafts.

•• AIM-DU-SEPTIC”
Dustless White and
Colored Chalks.

Samples furnished upon
application.

BINNEY & SMITH CO.

81-83 Fulton St.. New York

I

////

Mountain Mill Snowdrift

A new idea in papers, made particularly for letter heads—Beautiful White, Soft, Mellow Surface;
A new iaea in pap a relief from Harsh, Hard Surface Bonds.

MADE BY

MOUNTAIN MILL PAPER COMPANY -

Midland Paper Co., Chicago, Ill.

Wm. H. Claflin & Co., Inc., Boston, Mass.
Diem & Wing Paper Co., Cincinnati, Ohio.
Kingsley Paper Co., Cleveland, Ohio.

Beekman Paper & Card Co., New York, N. Y.
Beecher, Peck & Lewis, Detroit, Mich.

SALES AGENTS.

The E. A. Bouer Co., Milwaukee, Wis.

F. G. Leslie Co., St. Paul, Minn.

John Leslie Paper Co., Minneapolis, Minn.
Western Penn. Paper Co., Pittsburgh, Pa.
Benedict Paper Co., Kansas City, Mo.

EXPORT AGENTS—A. M. Capen’s Sons, New York, N. Y.

LEE, MASS.

O. W. Bradley Paper Co., St. Louis, Mo.

The C. P. Lesh Paper Co., Indianapolis, Ind.
Johnston Paper Co., Harrisburg, Pa.

A. Hartung & Co., Philadelphia, Pa.

Howard Fisher Paper Co., Baltimore, Md.
Zellerbach Paper Co., San Francisco, Cal.

KIGGINS& TOOKERCO.

35-37 Park Place
NEW YORK

PERFECT SATISFACTION GUARANTEED

A trial order will explain why.
INTERNATIONAL CARBON PAPER CO.,

206 BROADWAY, N. Y.

AGENCIES: PHIL*.. KANSAS CITY, MO.. LOS ANGELES. CAL.. SEATTLE WASH
1MT. CARBON PAPER CO. 22 Qtince St.. CHICAGO

are but a few ol tne topics wmcn it
the furniture man to be well up on; he
cannot handle his stock intelligently un¬
less he knows something of such matters.

RICH QUICK SCHEMES.

reatest follies of the very
clerk, and some older ones, is to
to some of the many schemes
sudden wealth. He sees
luxuries that he

CONCENTRATE

a mattress of some sort would be re¬
quired to go with the couch which she
bought, but this man
the one

asked the price
bed.

Scattered Shot Never Lands Big Game—
Keeping After One Object Along Well-
Defined Lines Captures the Prizes.

satisfied to sell
article, and although the customer
box spring for the
he simply replied to the question in
idifferent manner and made no effort
to show the article, nor to make a sale.

WAS A REAL BUYER.

The purchaser, whose maner and the
fact that she bought the couch demon¬
strated that she meant to make a purchase
and was not merely a shopper, went else¬
where to buy what was a desired adjunct
(Continued on page 37.)

One of the
young

fall a victim
for acquiring
others about him enjoying
would like to have; they wear finer gar¬
ments than he can afford, and he looks
about him for some means to obtain these
things for his own use. His small wage
does not give him enough to enable him
to go into any great enterprise, so he
“plays the races,” or buys policy tickets,
and dreams about a “big killing,” wherein
he may participate to his great advantage.
Meantime he neglects his legitimate busi¬
ness and gives himself up to thinking about
how he will spend the money that he may
never receive.

A customer solicits his- attention, but his
mind is wool-gathering, and he does not
hear distinctly. Perhaps the patron intends
buying several articles sold in his depart¬
ment, but the man who is there to serve
does not see the opportunity. A case in
point occurred recently., A housekeeper
entered a furniture store to buy a couch
for the porch, as advertised, and asked to
see it; a man was assigned to wait upon
her and she made the purchase. Almost

The man who succeeds is the one who
keeps his mind on his business, says a
writer in the Furniture Journal. He who
is half asleep, or is thinking of something
else, rather than the matter before him,
cannot succeed. Mental concentration is
required of him who would do his best.
The younger salesman who has been out
half the night at a dance and is hardly
awake during the day, cannot expect to
make a good record in his sales. The youth
who expects to win promotion in any line
will have to conserve his forces by keep¬
ing himself in good physical condition.
This he cannot do if he gives himself to
dissipation of any character. It is impos¬
sible to be out most of the night and then
put in a good day’s work during business
hours. The little god of pleasure and the
big god of business are not on friendly
terms; when it comes to an actual conflict
each one demands the fullest worship.

263 Fifth Avenue

Cor. 29th Street

NEW YORK

pv&inty and
L^ifferent

Greeting Cards

in envelopes for

Xmas and All Seasons

PLEASURE IS DESIRABLE.

Pleasure in moderation is desirable for
but too much is good for no

every one,

one. The man of ambition who looks to
be something more than a wage-earner, or
who aspires to reach the top in point of
salary, the man who expects a full wage
for his time, are both in duty bound to
give full service in return. This he cannot
do who is not alert to meet his customers/
ascertain their desires and do his best to
sell what is wanted. It requires all the
faculties that the person has to do his
work properly. Perhaps a single phrase

Samples sent on request

Having sold my interest in
the Hoge Mfg. Co.

I want exclusive agency for
Boston, New York, Philadel¬
phia, Baltimore and Washing¬
ton. Am known to retail and
jobbing trade.

Hampden Hoge,

108 Fulton St., N. Y.

Valentine Cards

Hurds Royal Red Stock

St. Patrick Cards

Hurds Royal Green Stock
The kind we have made

WANTS AND FOR SALE

Minimum rate for advertisements of this dsn
first Insertion, one dollar.

Situations Wanted. $1.00 for 25 words or less on«
time, and 50 cents for each subsequent and con¬
secutive insertion of same ad. Over 25 words, J
cents a word for each insertion, and 2 cents a word
for each subsequent insertion of same ad.

Help and Miscellaneous Wants, $1.00 for 2 d
words or less, each and every insertion; over 25
words. 4 cents a word each and every insertion.

Answers can come in our care, and will b*
promptly forwarded without extra charge. All
should be sent to the New York office, 150 Nassau

manner. To do this he should know all
about the goods he is selling, how they are
made and the materials that enter into
them. He ought to know something of
lumber, the fineness of the grain, its lia¬
bility to split, the maner in which it is
prepared and seasoned by long storage un¬
der proper conditions, or by the quicker
method in the dry kiln. Then the various

BRIGHTEN UP

Your Stationery in the

OFFICE, BANK,

-« JL or NOME by using

WASHBURNE’S PATENT

< PAPER FASTENERS.

I 75,000,000

L SOLD the past YEAR
should convince YOU of

Sggl their SUPERIORITY.
jj£g| Trade O.K m Mark

In brass boxes of 100. — -

ing.No Slipping,NEVER!

accompany order.

YOUNG MAN as Inside salesman in stationery
store, experienced, energetic and willing; 8°^
position for right person. Best references required-
A. Fomerantz & Co., Philadelphia, Pa.

JpRESSMAN—Good opening

- _g for an all-around

on Gordon jobbers; must be quick worker;
ng knowledge of stock cutting preferred; ui
ew Jersey city of 25,000 population; stead
party. Address J. N., care American

HENRY LINDENMEYR & SONS

Our Standard Grades of Flat Writing Writing- T . .

Fme Thin Papers and Manila Writings are Shofvn in th!’IT"'* Folios >

LVER cn steel and copper can buy a
interest or ownership in a well
tablislied 10 years, doing all kinds
plate printing and embossing in an
400,000 population; good opening
mty. Address Engraver, care ^

are Shown m

32, 34 and 36 Bleecki
20 Beekman St

ue Book. Send for it.

PAPER WAREHOUSES

NEW YORK

^fcsMEN WANTED, calling on the statl
trade to handle our line of steel die end
tmas cards, folders and letters. The i
l Supply Co., Palnesville, Ohio.

July 22, 1911.

THE AMERICAN STATIONER

then be borne by those who will profit

STAMP AFFIXING MACHINES

(Continued from page 22.)
can be supplied for about 20 cents each,
which includes special name and address
imprinted in lots as small as twenty-five;
in less quantity 50 cents extra will be
charged for stamping. We would recom¬
mend this advertising scheme to en¬
velope manufacturers, printers, lithog¬
raphers, etc., as an excellent method of
increasing their individual sales of en¬
velopes and at the same time extending
a courtesy to the trade in the form of
a useful, practical daily reminder. Our
association can recommend to the allied
trades a campaign of this character and
naturally the manufacturer of the ap¬
paratus will assist through the usual
channels of publicity. In other words
the practical plan would be for quick ac¬
tion and immediate results, to have every
business house interested in the cause,
place an affixer in the hands of each one
of its customers, together with a circu¬
lar on the advantage of using stamps in
rolls, etc. Each one of these individual
concerns may buy the affixers with its
own name and address stamped thereon
and give them away for the apparent
purpose of general advertising only,
whereas the real purpose, which need
not be mentioned, will be to wean or
keep the customer from the use of gov¬
ernment stamped envelopes, printed or
plain. The expense of the campaign will

directly thereby. We recommend it first
as very good general advertising; second,
a possible conversion of a government
envelope user; third, the prevention of a
possible convert to the use of the gov¬
ernment envelopes. The Natural Method
Stamp Affixer has the advantage in that
it seems to be the only cheap, practical
affixer on the market and thereby the
only one available for a general resultful
campaign such as outlined above.
AFFIXING STAMPS BY HAND, ADDRESSING,
ETC.

“We find the average charge for af¬
fixing postage stamps to envelopes by
concerns doing this work for the trade
is about 25 cents per thousand, the
customer paying in advance for the
stamp value. If done by hand (best
speed estimated 1,600 per hour) there is
no doubt a reasonable profit at 25 cents
and if done by machine (estimated 3,000
to 5,000 per hour) a large profit. For
addressing envelopes we find the hand
charge is about $1.25 to $1.50 per thou¬
sand; by typewriter, $2.25 to $3. For
loading about 25 to 35 cents per thou¬
sand per insert. We question if this
portion of the proposition will appeal to
envelope manufacturers, for, as explained
above, their usefulness in this direction
is confined to their home city and freight
shipments of stamped envelopes cannot
be practically and safely made. It will

be well for each of us to know about the
price to charge for affixing stamps, and
the best method for doing the work.

CONCLUSION.

“The field opened up by this topic is
really unlimited, and this report has al¬
ready gone to an unpardonable length,
and yet has merely given outlines. In
conclusion we recommend the use and
the promotion of sales of all types of
stamp affixers as our one best asset to¬
day to offset the steady growth of the
use of government stamped envelopes.
There is no reason why the campaign
cannot be instituted at once, but if, as we
understand, the extra charge or bonus
above face value for stamps in rolls is
soon removed, stamp affixers will almost
immediately come into universal use.
They meet practically every advantage
of the government article, and we have
the tremendous talking point of the value
of the additional advertising matter on
our envelopes, together with a vast
variety of attractive grades and shades
and finishes of paper stock. The jobbing
trade should be heartily interested in
this, together with the printers and
lithographers, for the standardization of
qualities as exemplified in the govern¬
ment stamped envelopes is a body blow
to the general use of attractive, high
priced, artistic papers and printing of all
kinds, for general business as well as
envelope purposes.”

This Name represents the highest develop¬
ment in the art of Filing Cabinet Manufacture

Filing cabirets made in sections have now come into such general use
that as with Macey Sectional Bookcases, the principle needs no argu-
m< n’t The modern business office demands expansible equipment that
will always harmonize with the original purchase. The most modern
and the most adaptable filing devices ever produced are tie Macey

Filing Cabinets. The name describes the basic idea—Interchangeable
Interiors. This Inter-Inter Idea allows you to select and arrange a
cabinet to suit your exact requ.reinents-with all others your require-
c I f uJ modified to suit the cabinet. It s a system of inter-
men s mus un j ts comprising every modern filing device, and

changeable i ■ . having open spaces to receive the units. Saves time,

—a series of outsi e ca . a business office. Whether you are a professional

money, space and annoya , nt — the Macey Inter-Inter is the filing cabinet you

man, m ^ 1U jj t ^ rer j^|^ s al Mew 120 page catalog number Y-4210 sent on request.

jfteJCaceff'ec.

GRAND RAPIDS. MICHIGAN

the theatre.

and His Famous Players....

Eva Elise Vom Baur
a Generation Ago..W. W. Austin

. .Harry P. Mawson

s Barnstormers. .George C. Jenks

.Gertrude Norman

andinavian Hamlet. .Arthur Swan

i in London. Willis Steell

ir Poem.Thacher H. Guild

Reinhardt

hot weather reading The Terror of the Camorra.. George B. McClellan

The First Gun at Bull Run....Gen P. C. Hams

ie Contents of the Popular Magazines Restless Husbands .chambers

Affords a Wide Range of Subjects The "on^Law.......

Suitable to All Tastes. The w George Randolph Chester

The Brand-Blotter.••• “-beth Frazer

A* the mid-summer is a time when ,. Ich Dien -- . Charles Nev. l^B^

any people find diversion in reading the

agazines the contents of the Augus Three McMahons.Sir Gilbert Parker

imbers of some of the popular publica- The Dream . Bruno Lessing

ons are here given for the benefit. of -

ationers who cater to the reading McCLURE’S.

Iblic. The Dynamiters .Harvey J. O’Higgins |

The Price .Octavia Roberts

IN THE AUGUST MAGAZINES Mrs Peyton Interferes.Neith Boyce

HARPER’S. Dalton of the “Osiris.

___ xii#. Tnllanse of the Diaz Legend.

[y First Visit to the Court of Napoleon III. William Archer

Mme. de Hegermann-Lindencrone .Annie W. Noel

[iss Tarrant’s Temperament........ May Sinclair V Capital * in ? .

ugust Moonlight.Richard Le Gallienne John Moody and George Kibbe Turner

he Port of the Puritans. .Winfield M. Thompson Die Wan j erlust .Fritz Krog

he Woman’s Auxiliary of the Oakdale Hunt... j aw Making by the Voters.. Burton J. Hendrick

David Gray ^ Case Qf Richard Meynell.

he Golden Rule Dollivers-Margaret Cameron Mrs. Humphrey Ward

DELINEATOR.

Bush .Harrison Rhodes

Phillida.Kate Jordan

light that Covers. J. M. Oskison

ented Poor-Rich. A Story.

Charles R. Barnes

Fiver.Geraldine Bonner

. .Mary Stewart Cutting

aces. .J’ Eliot

City to Rights-Mabel P. Daggett

hing.Virginia Tracy

.Agnes and Egerton Castle

LADIES’ HOME JOURNAL.

August 1st.

i and Her Babies.Arthur S. Riggs

Had Fifty-four Persons Arrested.

-Killers .K. 0. Zetetes

pernor’s Assistant.Clara E. Laughlin

“Rebecca” With Kate Douglas Wiggin
Jeannette L. Gilder

isband.Julia Magruder

ch Where No Sermons Are Preached
William E. Barton

ter in the Country-Clara E. Laughlin

Sick People Without Medicine.

William S. Sadler
:he Mulberry Tree. .. .Florence L. Barclay
eatest Period in a Girl’s Life. V.
First Evening in Their Own Home.

Harrison Fisher

and a Night With a Bat.

Charles G. D. Roberts
Fisher’s Funnies and Flossie Fisher at
eashore . Helene Nyce

SCRIBNER’S.

Captain Blaise .Jamei

Ethan Frome .I

Up the Railroad to Malolos.

Repayment .John K

Sailing Days. Four pictures by
Anton

Old Gooney .... ..J

The Chess Players.Ol

The Queens of Arcady.

Mumblety-Peg and Middle Age...

Walter Prichard Eaton
. ..F. Hopkinson Smith
..George W. Pangbofn

Kennedy Square
Broken Glass . .

HAMPTON’S.

Lords of Creation.Robert W. Chambers

Our Mercerized Aristocracy.. Judson C. Welliver

Napoleon Smith.George Randolph Chester

A Night at the Folies Bergere.

Harris Merton Lyon

The Woman in the Case.Arthur Stringer

The Inequalities of Taxation... .Tom L. Johnson
The Soloist of Centre Pond. ... Irving Bacheller

The Unpaid Debt.Edna Stanton Michelson

What is to Become of the Preacher?.

Dr. Thomas E. Green

The Speech Impromptu.Mary Lavinia Bray

How the Painter Met His Captainette.

James Barr

M. Williamson
.. Dorcas Davis

LIPPINCOTT’S.

The Little Green Door.Dorothea Deakin

Athletics for School Children.

Dr. Luther Halsey Gulick

“Where There’s a Will”.Ellis P. Butler

Square . Anna Rozilla Crever

The Efficiency of Miss De Long.

Ella Middleton Tybout

Tea from Japan.Edwin L. Sabin

The Arraignment of Sarah McElwell.

Luellen Teters Bussenius

An August Night in the City.C. H. Towne

“Fun.” A Story..*.W. Carey Wonderly

The Lost Guidon.Charles Egbert Craddock

The Blacksmith Shop.W. J. Lampton

Short Story Masterpieces: I—“Moonlight.”....

Guy de Maupassant

Translation and introduction by the editor,

On Re-reading Certain German Poets.

Madison Cawein

CRAFTSMAN.

July 22, 1911.

THE AMERICAN STATIONER

31

PAT. JUNE 18 09 ! ©f

CALENDAR
PADS for 1912

NO RUBBER PARTS TO GET OUT OF ORDER

THE PARAGON SAFETY INKSTAND
AW not spill if upset; will not leak. To
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PRESSED WILL NOT
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EACH. THESE PADS ARE
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SEND FOR SAMPLE
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PROFIT ON THESE
GOODS.”

[THE NELS2N (2RR2RATI2N;

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Globes, Alpha Crayon, Erasers and other School Specialties.
The Original Andrews Dnstless Eraser.

WEBER COSTELLO CO.

Chicago Height*, ILL.

Scucessors to School Supply Dept, of A. H. Andrews &
Chicago, Manufacturers for the Trade only.

They are a necessary adjunct to the shirt waist or negligee
costume and no other makes the pen or pencil so secure as

THE MODERN “B” PEN AND PENCIL CLIPS

Made in three finishes. Nickel, Gilt and Gun Metal. Packed three dozen in easel box on
display card. $3.00 per gross to dealers. See that your stock is complete.

THE HOGE MFG. CO., - - 106-8 Fulton Street, New York

Also “MODERN B ” Thumb Tacks, Telephone Tablet. Etc.

me and Colors Unexcelled for Blackboard

kes a Fine Soft Mark, Easy to Erase; Ciean, Sonora,cai,
free from Grii

Manufactured by a *jy

THE STANDARD CRAYON MF .

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k HW.jpbilactelpbia,|pa.>

32

THE AMERICAN STATIONER

THE PLUGGER IN BUSINESS

How He Sets to Work—He is no Fair
Weather Sailor—He Works for Per¬
manent Patronage—His Store.

All honor to the plugger in business, the
plodding man with the determination to
carve his niche in the world by a long,
steady pull. There’s keen competition in
this stirring age of mercantile effort and it
is next to impossible to seize the eagle of
success by a single brilliant stroke, a single
plunge, as it were.

Were it only possible for a merchant to
construct a striking window display, write
a winning advertisement or employ a full
force of salespeople and then wait for the
hoped-for results, merchant princes would
be more numerous than the leaves on a tree.
But none of these things, however brilliant
in a single working out, can have the
slightest chance of bringing permanent
success unless the plain plugging element
enters into their everyday life.

HOW THE PLUGGER SETS TO WORK.

The best results of plugging must neces¬
sarily be brought about by the continued
usage of an unusually efficient merchandis¬
ing policy, in window display, store ar¬
rangement, store service and advertising.

When the plugger in business can seize
upon a high-grade example of these and
keep them moving with timely variations,
he has hit upon the royal road to success.
First of all, he conceives the policies and
ideas best suited to provide successful
merchandising, then he sees to it that the
patrons of his establishment never discover
a falling off of the high ideals in his
business methods, the arrangement of his
store or the conduct of his advertising.

It may, and probably will, take many
months of the hardest kind of creative
work, of examining other successful store
policies, of plodding through years of hard
work in gaining that most necessary “ex¬
perience” before the best results of the
plugger’s work can be shown. The work¬
man must have the knowledge and the
tools before he can commence a work
which is to extend over a long period of
years and become a financial success which
shall be worth while.

THE PLUGGER IS NO “FAIR WEATHER”
SAILOR.

Your plugger realizes that he must plug
in reality and plug everlastingly hard if
he is to win out against the brilliant fel¬
low, who quite as often as not is some¬
thing of a plugger himself. Then again,
it may be the old, old story of the “Hare
and the Tortoise,” in which case he will
have a clearer field and his superiority will
be self-evident on the face of it.

He’s no “fair weather” sailor, is this
plugger in business; during dull days he
fights even harder and keeps everything
ship-shape until better days.

WORKS FOR PERMANENT PATRONAGE.

One of the policies of the plugger in ad¬
vertising gives a clear insight into his
business methods. He does not believe in
the policy of “flyers,” of taking large space
now and then, featuring scareheads and
special sales, but he keeps a small space
running every day, continually changing
copy. These smaller ads. are given special
position because of the long-time contract
he signs, and a distinctive style of type
and ad. arrangement cause his advertising
to be read day after day, building his
business, not sporadically, but steadily.

Thus he does not bid for transient trade
which floats from store to store, seeking
bargains, but he bids for the continued
custom of that actually profitable portion
of the public which appreciates high-grade
fair-minded merchandising when it meets it.
There’s no profit in this floating popula¬
tion, for they shift their custom to another
store at the drop of the hat, so to speak,
and more often than not are dissatisfied
wherever they go. The plugger advertises
in such a way as to have an ever-increasing
number of the people in his town “get the
habit” of patronizing his establishment.

HIS POLICY REGARDING PRICES.

Your plugger in business knows that a
scheme of prices which is fair throughout
the entire store will be appreciated by the
intelligent public. The intelligent man
knows that a profit must be made, and he
also knows that ridiculous prices on a few
so-called “leaders” are backed up by stiff
prices on other staple lines in order to
more than make up the low price on the
other. Result—the “leaders” are taken ad¬
vantage of and the “dark horse” items sup¬
posed to make the large profits are left
more or less high and dry. Results of this
sort in these days have become far too fre¬
quent for the followers of this “feature
policy” in merchandising for comfort and
for progressive success.

The plugger in business realizes full well
that the public, certain that a mercantile
house maintains a fair scale of prices on
all its merchandise, will take all the in¬
terest necessary' to mutual profit in that
merchandise, and will not be everlastingly
looking for price cuts on every desirable
line of goods shown by the store. They
will appreciate the merit of the mer¬
chandise itself, the specialties which are
new to the market and the progressiveness
of the merchant who procures these special¬
ties, displays them well, lets the public
know they have arrived and employs com¬
petent clearks to sell them. These issues
mean far more than sporadic price slash¬
ing.

These policies are a constant ad. for the
plugger even as are his daily advertise¬
ments.

he MAINTAINS AN IMMACULATE STORE.

The brilliant man may think that a whirl¬
wind store cleaning every change of season
is -sufficient. The plugger knows that this

cleaning should be going on all the time i n
order that merchandise may be always i m .
maculate and that the steady routine of
the store business be not seriously inter¬
rupted, mayhap thrown up in the air. He
knows that the woodwork needs dusting,
washing and oiling of the most thorough
sort. He knows that customers may not
notice that a store is not immaculate, but
he knows they appreciate the acme of
cleanliness, compliment the store manager
and mentally compare it most favorably
with' other establishments that are certainly
shoddy looking, now that it is clearly
demonstrated how a clean store really
looks...

If a comparison be needed, ask a real
estate man how much easier it is to sell a
freshly painted house than one which is
sadly weather-beaten. If the outside of the
house be absolutely correct a less critical
examination of the interior will result.
Prospective buyers will not seek so keenly
to find flaw’s inside. It is the same with the
store, for it is a positive and proven fact
that merchandise moves 20 per cent, easier
wdiere the show’ fixtures are immaculate
and the goods artistically displayed.

How does the plugger get at the heart
of these fundamental issues? He puts
himself in the customer’s place—criticising
the general effect and the details from a
cold and candid viewpoint, better still, he
asks a friend to do this for him.

CONCENTRATED WORK DURING THE SAME
HOURS.

Plugging does not mean devoting addi¬
tional hours to business, although it does
mean this when big things are at stake.
Plugging means making the same number
of hours count for more than is generally
the case. It means laying out a logical
course of action and following it through
with all that is in a man. Verily, plugging
is a most commendable trait in human na¬
ture, and the plugger is a profitable man to
have among us.

Hampden Hoge is looking for some
good specialties to handle exclusively in
Boston, New York, Philadelphia, Baltimore
and Washington. He is w r ell known to the
retail and jobbing trade, and it would seem
that this was an excellent opportunity for
some manufacturer of a good article to
make a desirable connection with a gocd
man. Mr. Hoge’s address is room 313. 108
Fulton street, New York.

Some advertisers Say: “As soon as
business picks upH’ll advertise.” Fancy
a gardner saying: “I’ll wait till harvest
time to sow my’ seed.”—The Caxton
Magazine.

The character and the quality of the
goods you sell depend upon what you think
° the merchandise and business in general
A ow-priced thinker does not sell high
quality goods.

July 22, 1911.

THE AMERICAN STATIONER

33

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this event i\« YV • Ml i\IjI1/IY exceptionally high grade

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Have you a stock of this new and unusual line on hand ?

WRITE FOR SAMPLES AND PRICES

A. W. FABER Established 1761 Newark, N. J.

OLDEST AND LARGEST LEAD PENCIL FACTORIES _

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illustrated catalogue, 40 th edition,
on Silicate wall, roll and revolving
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NEW YORK SILICATE BOOK SLATE CO.
20-22-24 Vesey Street, NEW YORK

Factory

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Manufacturers of

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BLANKS, Etc.

MANN'S COPYING BOOKS AND PAPER

Established Lines to Meet Every Requirement
^ _ Exclusive Agencies Will Be Established

WILLIAM MANN COMPANY, Manufacturers

PHILADELPHIA_

If it’s Anything in the Line of
Paper for Stationer or Printer

WE HAVE IT

CARTER, RICE & CO., Corporation

BOSTON, MASS.

N.Y. Silicate Book Slate Co.

631-633 Monroe St., Corner 7th St., Hokoken, N. J. _

UNION ENVELOPE COMP ANY

U ^ W2 nf miPI.F.X AND CHURCH COLLECTION ENVELOPES

Makers Of DUrUA y 1 ” Kinds of Envelopes

Makers of va. correspondence solicited

LET US SUBMIT QUOTATIONS. R

-, 139 Franklin St., New York..
Consolidated Card Co., 222-228
St., New York.

A. Dougherty,

ART PUBLISHERS.

Chas. H. Elliott & Co., 17th St. and Lehigh

Ave., Philadelphia, Pa.

Thompson-Smith Co., 263 5th Ave., New York
Tuck, Raphael, & Sons Co., 122 5th Ave.,

New York .,.

INK ERASER.

Miller Bros. Cutlery Co., 309 Broadway, New
York .

POSTAL SCALES.

Pelouze Scale & Mfg. Co., 422 E. Ohio St.

Chicago, Ill.

Macey Co., Grand Rapids, Mich.

Nelson Corporation, 443 Wells St., Chicago,

BLANK BOOKS.

Gresham Blank Book Co., 316 Hudson St.,

New York .

KIggins & Tooker Co., 35-37 Park Place, New

York .

J. G. Shaw Blank Book Co., 267 Canal St.,
New York .

POST CARDS, ILLUSTRATED.

E. C. Kropp & Co., Milwaukee, Wis

New Standard Loose Leaf Co., 80 4th Ave.
New York .

SCHOOL SUPPLIES.

A. L. Salomon & Co., 345 Broadway, N. Y... 25
Weber-Costello Co., Chicago Heights, Ill. J1

MAILING CARDS.

Thompson & Norris Co., Prince and Concord
Sts., Brooklyn, N. Y.

BRIDGE SCORE PADS.

Chas. H. Elliott & Co., 17th St. and Lehigh
Ave., Philadelphia, Pa.

Kiggins & Tooker Co., 35-37 Park Place, New

York .

J. G. Shaw Blank Book Co., 267 Canal St.,
New l T ork .

S. T. Smith Co., 11 Barclay St., New York. 5

CASH BOXES, ETC.

M. Kamenstein, 394 Hudson St., New York
Merriam Mfg. Co., Durham, Conn.

0. Iv. Mfg. Co., Syracuse, N. Y

PAPER MANUFACTURERS.

COIN WRAPPERS.

Detroit Coin Wrapper Co., Detroit, Mich

Stewart Hartshorn Co., East Newark, N. J.. 31

Z. & W. M. Crane, Dalton, Mass.

Crane Bros., Westfield, Mass.

Franklin Paper Co., Holyoke, Mass.

Mountain Mill Paper Co., Lee, Mass.

B. D. Rising Paper Co., Housatonic, Mass
Byron Weston Co., Dalton, Mass.

COPYING BOOKS.

Ditmars-Kendig Co., 278 Douglas Street,

Brooklyn, N. Y.

William Mann & Co., Philadelphia, Pa.

J. G. Shaw Blank Book Co., 267 Canal St.,
New York .

New York Silicate Book Slate Co., 20 Vesey

St., New York ...

Acme Staple Co., Camden, N. J

Carter, Rice & Co., Corp., Boston, Mass....
Henry Lindenmeyr A Sons, 32-36 Bleecker St.

New York .

COVER PAPER.

STATIONERS’ SPECIALTIES.

C. H. Dexter & Son, Windsor Locks, Conn,

Indianapolis Calcium Light & Film Co., 114

S. Capital Ave., Indianapolis, Ind.

Meyer & Wenthe, 90 Dearborn St., Chicago,

CRAYONS.

American Crayon Co., Sandusky, Ohio.

Blnney & Smith Co., 81-83 Fulton St., New

York .

Standard Crayon Mfg. Co., Danvers, Mass...

Diamond Paste Co., Albany, N. Y.

Tower Mfg. & Novelty Co., 306 Broadway,

New York .

Frank A. Weeks, 93 John St., New York —

PEN AND PENCIL CLIPS.

Hoge Mfg. Co., Inc., 108 Fulton St., New

York .

L. D. Van Valkenburg, Holyoke, Mass.

J. G. Shaw Blank Book Co., 267 Canal St.

New York .

I. Smigel, 166 William St., New York.

Eaton, Crane & Pike Co., Pittsfield, Mass...
George B. Hurd & Co., 425-427 Broome St.,

New York .

Marcus Ward Co., 116 39th St., Brooklyn,

American Lead Pencil Co., 37 W. 4th St.,

New York .... 8

Joseph Dixon Crucible Co., Jersey City, N. J. 19
Eagle Pencil Co., 377 Broadway, New York.. 39

A. W. Faber, Newark, N. J. 33

Eberhard Faber, 200 Fifth Ave., New York. 10
Minneapolis Paper Co., Minneapolis, Minn.. 17

B. W. Huebsch, 255 Fifth Ave., New York..
Kiggins & Tooker Co., 35-37 Park Place,

New York .\.

Samuel Ward Co., 57-63 Franklin St., Boston,

Mass. 12

Whiting Paper Co., 150 Duane St., New York *

DRAWING AND ARTISTS’ MATERIALS.

F. Weber 8c Co., 1125 Chestnut St., Phila¬
delphia, Pa.

Chas. H. Elliott & Co., 13th St. and Lehigh
Ave., Philadelphia, Pa.

PENS, FOUNTAIN.

D. W. Beaumel & Co., 35 Ann St., New York

Duryea Co., 108 Fulton St., New York.

J. W. Ullrich 8c Co., 27 Thames St., New

York .

L. E. Waterman Co., 173 Broadway, N. Y...
Paul E. Wirt Pen Co., Bloomsburg, Pa.

THUMB TACKS.

ELECTRICAL DECORATIONS.

Beistle Co., Shippensburg, Pa

Hawkes-Jackson Co., 38 Murray St., New
York .

Sherman Envelope Co., Worcester, Mass
Union Envelope Co., Richmond, Va_

TYPEWRITER SUPPLIES.

Buckeye Ribbon & Carbon Co., Clevela
International Carbon Paper Co., 206

way, New York .

Manifold Supplies Co., 188 Third Ave.

lyn, N. Y. ..

Mittag & Volger, Inc., Park Ridge, 1
The S. T. Smith Co., 11 Barclay S
York .

PENS, STEEL.

Esterbrook Pen Co., 95 John St.

New York

Carter’s Ink Co., Boston, Mass.

Wm. A. Davis Co., Boston .

Chas. M. Higgins 8c Co., 271 9th St.
lyn, N. Y..

PLAYING CARDS.

American Bank Note Co., Broad and Beaver

fets., New York . 2

American Playing Card Co., Kalamazoo, Mich. 25

Brook-

July 22, 1911.

THE AMERICAN STATIONER

35

A Sage on a Corner

“From the Corner of Harley Street”
(Houghton, Mifflin Company, $1.25 net),
a prominent London physician writes
to relations and friends letters upon all
manner of subjects; fishing, medicine,
nature; love, literature and religion. He
counsels one son upon the choice of a
profession, gently curbs in another an
unhealthy religious enthusiasm, guides a
daughter to the understanding of her
own heart, gives wise advice to a cler¬
ical pedagogue, gravely assents to the
absurdities of a certain Aunt Josephine,
writes intimately to a maiden sister and
to a group of friends.

Good and wise Dr. Harding must have
been a man of infinite leisure, for the
letters are, many of them, so long and
so discursive that one is reminded of the
time when telegraph and telephone were
not, and when unhurried correspondents
spent much of the day at their desks.

as might be supposed. But it isn’t, be¬
cause it turns out that Agatha is mis¬
taken for a Princess escaped from her
own country to America, and the ab¬
ductors merely want to take her back
home to marry the man she doesn’t want
to marry.

Now, that does not sound like even
a remote possibility in this town of
New York, does it? Yet it is all in the
novel in plain black and white, with a
whole lot, besides, happening in Maine,
and it is very interesting reading, with
quite a literary flavor at times and nu¬
merous passages in much better English
than what is usually designated as “news¬
paper English.”

High Life in New York

Until one has read some of the novels
now appealing to a perusing public he
has but a vague idea of the amazing
wonders that are of frequent occurrence
in the City of New York. For example,
take “The Stolen Singer” (Bobbs-Mer-
rill), by Martha Bellinger, and in the
very first chapter a popular singer is
seized by foreign emissaries as she is
about to take her car at 116th street and
Riverside Drive, thrown into a motor
car, bound and gagged, and hurried away
to a yacht waiting in the Hudson off the
foot of Tenth street.

She is Agatha Redmond, and as she is
whirled away Jimsy Hambleton of Lynn,
Mass., who had heard her sing in the
Park, catches a glimpse of her face and
hears her smothered cry for help, and
away he goes after her in a taxicab at
$3 an hour. He almost gets her at the
Waldorf, but the abductors dodge and
get away, and further along Thirty
Fourth street the taxicab breaks down
Jimsy pays the driver a fiver and chases
to the water on foot, arriving in time to
see the lady carried out to the mys
terious yacht. Taxis or foot power count
for nothing now, and Jimsy hires a tug
to follow the yacht, which gets away in
the evening. Down the bay he jumps
off the tug in the dark, swims out in
front of the yacht, by which he is
picked up, and then he begins his real
work of rescuing the fair singer the
Face and the Voice, as he puts it from
a fate that may be worse than death,

(Geo. H. Doran Co., $1.20.) Mr. Va-
chell’s method, indeed, is more like that
of the American authors who deal with
similar themes on this side of the water
than that of most English novelists. The
similarity is perhaps explainable by his
several years of residence in this coun¬
try, where he wrote, while ranching in
California, his first novels.

His new book is the story of a strug¬
gle between two men in politics, in love,
and in the social forces which they sev¬
erally represent. One of them, who has
risen from the people, is masterful, de¬
termined, ambitious, highly capable, and
a demagogue. The other, a representa¬
tive of the established order, is handi¬
capped by decayed fortunes and less
physical vigor. Both men are in love
with the same damsel, who is the daugh¬
ter of a cabinet minister, and the love
story warms and colors the tale of their
endeavor to be friends, their subsequent
enmity and their political battles.

Mark Twain as a Miner

A thoroughly characteristic letter writ¬
ten by Mark Twain October 11, 1869, in
reply to an invitation to a banquet given
by the New York Society of California
Pioneers is published in pamphlet form.
The letter is in the main a humorous
summary of the writer’s experiences on
the Pacific Coast.

I have,” he writes, “been through the
California mill with all its dips, spurs
and angles, variations and sinuosities.’ I
have worked there at all the different
trades known to the catalogues, I have
been everything from a newspaper editor
down to a cowcatcher on a locomotive,
and I am encouraged to believe that if
there had been a few more occupations
to experiment on I might have made a
dazzling success at last and found out
what mysterious designs Providence had
in creating me.”

By the way of showing with what de-
gree of success his work as a miner was
attended, he refers to his experience in
Nevada. “I own,” he says, “millions
and millions of feet of affluent silver
leads in Nevada—in fact, the entire un¬
dercrust of that country nearby, and if
Congress would move that State off my
property so that I could get at it I
would be wealthy yet. But no, there she
squats-and here am I. Failing health
persuades me to sell. If you know of
any one desiring a permanent invest¬
ment I can furnish one that will have
the virtue of being eternal.” (Oakland,
Cal.: De Witt & Snelling. 50 cents.)

Love and Politics

A story of love and English politics
having rather rapid movement and
plenty of incident is told by Horace
Annesley Vachell m John Verney •

After Death—What?

Like its author’s earlier work, “Mod¬
ern Light on Immortality,” Mr. Henry
Frank’s “Psychic Phenomena, Science
and Immortality” (Sherman, French,
$2.25), represents an attempt to corre¬
late various scientific discoveries and to
draw from them data validating the tra¬
ditional belief of mankind in the survival
of personality after bodily death. Mr.
Frank’s book, however, differs distinctly
from most books of the kind, inasmuch
as it endeavors to establish—or, to be
more accurate, suggests the possibility
of establishing—the doctrine of survival
on a physical basis.

T shall undertake,” says Mr. Frank,
“to discuss the proposition that taking
for granted the existence of the so-called
extra-normal phenomena, they are prob¬
ably the evidence of forces now existing
within the human organism which op¬
erate throught the agency of a refined
substance, constituting the secret seat of
the psychic energies; and that this sub¬
stance, being potentially indestructible,
may therefore become the plastic organ
through which the mind may operate and
manifest itself after the mortal, frame
of the visible man shall have expired.

Cupid and the Emperor

It is not the Emperor’s love for Jose¬
phine, undoubtedly the sincerest and
most romantic of all his attachments,
which forms the theme of Mary Open-
shaw’s “The Cross of Honor” (Small,
Maynard, $1.20), whose subtitle describes
it as “the love story of Napoleon.” But
his love for Josephine, of course, in the
eyes of a world accustomed to believe
that the love sentiment between man and
woman gains in profundity in propor¬
tion with its lawlessness, loses in ro-

36

THE AMERICAN STATION

mantic attractiveness because there was
nothing illicit about it.

After Josephine perhaps the woman
for whom Napoleon really cared most
and longest was the Countess Walewska,
around whose heart-capture by the Em¬
peror Miss Openshaw has written her
tale. But there is less of love in the
story than of patriotism and of war and
its horrors. There is in it a good deal
also of that diplomacy which is the op¬
posite of the the “shirt-sleeve” variety—the
false-wiskered and knife-in-your-bootleg
kind that is so much more picturesque
for purposes of fiction than even the wily
Oriental sort, to which the novelist of
contemporary affairs is forced to turn
nowadays.

Love in the Car

The era of the automobile story might
be fairly supposed to have passed into
that of the aeroplane, but in “Stanton
Wins” (Bobbs-Merrill, $1 net), by
Eleanor M. Ingram, we have a short
story of 256 pages which is all automo¬
bile until near the finish, when the love
and the romance bob up and Stanton, the
invincible driver, quits the wheel and lets
a girl drive him for the final and long
run.

It is quite a pretty story in a way, this
Stanton being such an irascible party and
a daredevil driver that his managers can
scarcely find a mechanician who will re¬
main with him. Shorthanded thus, just
before a great race, one lad, named
Floyd, offers his services, and Stanton,
compelled, scornfully accepts him. But
the boy is a wonder and his knowledge
of the machine, combined with his
brightness of speech and cheeriness of
spirit, and his brave endurance, “gets
Stanton’s goat,” so to speak, and that
irascible brute finds before long that
Floyd is indispensable to him not only
as a mechanic but as a companion.
Floyd, however, shuns close companion¬
ship, and the lonely Stanton is deeply
hurt, but submits with the grace of any
man accepting as much as he can get
and denied more.

The Mother of an Idol

So often, in biography, do we meet
with the mothers of great men who
seemed to have no relationship to their
famous sons save that of physical chance

being themselves the most common¬
place of characters—that this charming
story of the life of Goethe’s mother, by
Margaret Reeds (John Lane Co., $3.50),
proves to be not alone a source of pleas¬
ure in itself, but a comfortable assurance
that it is not impossible for mother and
son to speak the same language, whether
of heart or head, and to belong to each
other in every sense of the term.

. Ther< ; is nothing very eventful in this
life of “Frau Aja,” as her son delighted

to call her. Some incidents of war-time,
and many visits from the famous and im¬
portant personages of her country and
others, these are the only unusual items.
But each page tells its story of a woman
wise, gentle, comprehending and lovable,
with an unfailing sense of fun. There is
the bright and laughing girlhood—suffi¬
ciently short, since Frau Aja married at
17—and wifehood, the later years of
honor and peace, surrounded by friends
and visited from time to time by the
adored son, now the idol of Germany.

Old Indian Trails

In reading “Old Indian Trails” (G. P.
Putnam’s Sons, $2.50), by Mary Schaffer,
it is difficult to decide just what im¬
presses us most: the excellence of the
writing, the picturesqueness of the coun¬
try described, or the personality of the
author herself. All three elements, in¬
deed, work together in making this a
most enjoyable outdoor book, but with¬
out doubt the average lover of the wilds
will dwell longest upon the personality.
For always the wildernesses have be¬
longed to the male. Physiological facts
and temperamental tendencies have
seemingly ordained that it should be so.

Now the trails described in this book
are hard ones, and the traveler-author
is a woman; wherefor, any trail-wise man
who does not figuratively remove his
hat as he reads, is no sportsman and
wouldn’t “split fair” with a comrade.

“The section of the country which had
so long been our dream,” writes the au¬
thor, “lies in the Canadian Rockies, di¬
rectly north of that portion which is
penetrated by the Canadian Pacific Rail¬
way. Our chief aim was to penetrate to
the headwaters of the Saskatchewan and
Athabaska Rivers.” Still, the author
states, this was but an excuse; for her
real object was “to delve into the heart
of an untouched land, to tread where no
human foot had trod before; to go to
a place where hatpins are not the mode
and the lingerie waist a dream.”

Primitive Society

Lord Avebury, or, as he is probably
best known, Sir John Lubbock, was one
of the earliest investigators in the morals
and customs of primitive man. His “Ori¬
gin of Civilization” has long been one of
the standard works on this subject.
Much water has run under the bridges
since the first appearance of his book,
and Lord Avebury naturally desires to
orient himself and the readers of his
early book as to the changes made by
the new investigations by McLennan,
Fison and Howitt, Spencer and Gillen,
Crawley and Frazer. He has accordingly
issued a little book containing his an¬
swers to the criticisms contained in the
works of these authors, as well as ex¬
plaining his position toward the new

ER

facts brought out by them. (Marriage,
Totemism and Religion—Longman’s.)
He was practically the first to assert
that there was no marriage to speak of
among the lowest races of men, or, ^
Bagehot puts it, there was a time whejn
maternity was regarded as a matter of
fact, paternity as a matter of . opinion.

Lord Avebury was also one of the
earliest persons to contend that there
are some savages that have no religion
at all, to which later investigators have
responded with the counter proof of the
wide existence of totemism among them.
To this Lord Avebury replies with some
vigor and effectiveness that totemism
is not religion, and herein he has the
support of Dr. Frazer, the greatest au¬
thority on that subject. His book only
confirms one in the general impression
that on these topics much is still un¬
settled in the present state of anthro¬
pological science, and much to be said in
favor of Lord Avebury’s views enun¬
ciated fifty years ago. The progress of
research in this direction has, however,
tended to show that the phenomena are
much more complicated than was
dreamed of when Sir John Jubbock first
wrote, and the greater complication has
rendered much of his early work obso¬
lete.

Outlaw and Gentleman

In the foreword of his book, “The Law
of the Bolo” (Dana Estes & Co., $1.35),
Mr. Stanley Portal Hyatt writes: “The law
of the bolo, that terrible two-foot long
knife with which a Filipino can cleave his
enemy from collarbone to waist, has but
one clause—that the spoil shall go to the
man with the longest reach,” which sounds
almost as though the bolo had something
to do with American politics. Certain in¬
cidents in the book would seem to
strengthen that sound, but politics is not the
theme of the story. Its hero is Felizardo, a
Filipino outlaw, who was a gentleman, and
incidental to him, are Capt. Basil Hayle of
the United States Constabulary, Capt. Bush
of the Scouts and the Army, Mrs. Bush
and various Americanos, insurrectos, and
others, all in the Philippines.

Possibly, from a British point of view,
such scalawags and scoundrels as Mr.
Hyatt places in official positions directing
the affairs of the islands after the Amer¬
ican possession might exist, but not other¬
wise. We have some crooked officials, but
certainly none who hold up a man—a rich
Englishman, too—in their offices, take
$6,000 from him on a forged receipt, and
then laugh at him when he catches them in
the act and wants his money back. Even
worse than that are some of those high in
office, and yet Mr. Hyatt tells a thrilling
story of adventure, and gives, in the char¬
acter of Felizardo, the outlaw, such a
dignity and decency as puts to shame the
higher civilization to which he was opposed.

July 22, 1911.

THE AMERICAN STATIONER

37

A MONEY MAKER!

For Every Stationer.

The American Stationer

BELOW ARE A FEW QUOTATIONS FROM HUNDREDS OF LETTERS FROM ALL
OVER THE COUNTRY, WHICH COME UNSOLICITED FROM SUBSCRIBERS
TESTIFYING TO THE GREAT VALUE OF THE STATIONER

CONCENTRATE

(Continued from page 28.)

to the couch. Had this man been wise to
his own business he would have paid some
attention to a person whose money he had
just received for an order and would have
followed up the suggestion of further pur¬
chases. Perhaps he had been up late the
night before and was stupid from loss of
sleep. Some persons require more rest
than others and can work quite as well
with six hours’ sleep as another man can
with eight. Those who do hard manual
work demanded more sleep for recupera¬
tion than those who do only mental labor.

The man who is on his feet all day,
walking about the store from one depart¬
ment to another, or even merely in his own
department, needs a full quota of sleep in
order to keep pace with other salesmen.
Sleep restores the poise, rests the nerves,
transforms the fretful, peevish person into
a cheerful, happier one. Life has a dif¬
ferent aspect to him who has had a good
night’s rest.

The man who sleeps well is in far better
condition for a day's work than he who
has spent the greater part of the night
with boon companions and carousing.
Sleep restores self-confidence, makes one
feel like a giant, refreshed and ready to
master all problems that may arise during
the day. With abundance of rest the eye

Must Have It

The Caldwell-Sites Company, who recently
opened another store in Bristol, Va.-Tenn., write
from Roanoke: “Enclosed fnd check for $4 to
cover subscription to The Stationer for our
Roanoke house, and also please enter subscription
to Caldwell-Sites Company, Bristol, Va.-Tenn.
The Stationer has been a very important factor
in our business here, and we feel that we must
have it in our new business.”

A Great Help

Hunt and Fossel, S. en C., Mexico, D. F., write:
“Your paper is a great help to us in keeping us
informed of the chansres in the stationery trade
and the new articles which are produced and which
may be profitable for us to handle in this country.

It Increased His Profits

Mr. M. E. Carlton, Flint, Mich.: “I took your
journal last year, and I made more money that
year than ever before. I take pleasure, therefore,
in renewing my subscription.”

A Subscriber Thirty-five Years

Mr. George W. Green, Newburgh, N. Y., in
renewing his subscription, writes: “You see T am
still at it sending you annually my check for $2.UU
for The Stationer. This must be about thirty-five
years I have been doing this thing. Well, it pays
and the paper is worth the money and more every
time.”

Cannot Afford to Do Without It

The Centralia Book, Stationery and Printing
Company, of Centralia, Ill., writes: “We cannot
afford to be without The Stationer, so enclose
$2.00 for another year’s subscription.”

Helps to Success

T. H. Dunstan, Missoula, Mont., writes:
“I am just opening up again, and, of course, must
have The American Stationer to help me along
to success. Enclosed please find $2.00 for a year s
subscription.”

Classed Among the Necessities

is bright, the step more elastic, the head
is erect, and the whole nature is better.
Sleep is indeed the sweet restorer of na¬
ture, designed to make the whole system
fit for its duties. Loss of sleep is a wilful
waste of force. Adequate rest is impera¬
tive if one would keep himself in good
condition for the business in hand.

The L. E. Waterman Company is now
exhibiting in the window of its New York
store a Waterman’s Ideal Fountain Pen
attractively inscribed as follows: “Used by
William H. Taft, President, U. S. A., June
23. 1911. Bradford-Durfee Textile School,
Fall River, Mass.” Mr. Taft, on his recent
visit through the New England States
stopped at Fall Riv.er to make an inspection
of the Textile School and its methods of
instruction. The names of the President
and his party were entered in the school
register, and, to quote the Fall River paper.
“Xo quill pen could be purchased in the
citv so the President had to use the fountain
pen of Clerk Hopewell. A funny incident |
occurred, when a well-known merchant in
town tried to purchase the pen from Mr.
Hopewell for $2 after the President had
signed his name with it, and the pen
originally cost $5. Mr. Hopewell still re¬
tains the pen and certainly will not part
with it.” Mr. Hopewell was courteous
enough to forward the pen in question to
the L. E. Waterman Company for inscrib¬
ing, and permitted the temporary showing
of same.

Never Begrudges the Money

Diefendorf and Walters, Fort Plain, N. J„
'rite: “Enclosed find our check for $2.00, to

“new subscription to American Stationer for
nether year. We never ( begrudge the money
pent for your publication.

Appreciates Its Usefulness

E J Goldsmith, of Goldsmith Brothers, San
'rancisco, writes: “I enclose post office order for
2 to pay subscription to The American ota-
ioner for one year. I always find matters ot
nterest in it and appreciate its usefulness.

Will Always Want It

The Chico Book Store, Chico, Cal., writes:
'We shall want The American Stationer for
nothe- vear, and for as many more as we may
| e in the stationery business.

A Subscriber Since 1879

TVT,. Q "Rrett of Muskogee, Oklahoma: “I
readme vour Yellow Back Publication
comm have been a continuous subscriber

reader of your publication ever since. Gen-

jly r f m Vo? given to reading yellow back
r-. A,," hut I must say I enjoy yours. In-
clo e s r e(Tfind draft for $2 for another year.”

Last to Be Dispensed With

TU A1r>ha Beta, New York City, write under
P.flvember 6th, ’08: “We have been re¬
ate of No year and cutting down expenses,

e , n< ;^g all this yea ^ ^ Qf * hings that could

ut the last The American Stationer.

?hen S ft e would W be time to shut up shop.”

Gives Great Returns

_ T , Florida, Book Store, in re-

The J ac Hf° r1 *otion writes: “We take great
ewing subsc ; P . ’ our subscription to The Sta-

leasure inr eI L that all our expenses for ad-
ioner. Yve returns that The Stationer

•ertising gave gome on e thing in every issue
loes. , iher ? a year s subscription. It affords

yorth t ^ ie t p d g 3 i of pleasure to say that we could
Jot a glt re a a iong without it.’

E. H. Schanwecker, with A. W. McCloy Co.,
Pittsburg, Pa., writes in renewing subscription:
“With me The Stationer is classed among^the
list of necessities and not among the luxuries.”

Can’t Do Business Without It

Shea, Smith & Co., one of the biggest manufac¬
turing and wholesale stationers in the West, write:
“We failed to receive a copy of the October 29
edition of your very valuable paper. Inasmuch
as we feel that we cannot do business without it,
we will be obliged if you will send us a dupli¬
cate copy.”

One Page Worth Several Years’
Price

The Mercantile Paper Company, Montgomery,
Ala., in renewing their subscription, write: We

have never lapsed since we have become sub¬
scribers, as we find at times one page of your paper
gives us more information than we pay for sev¬
eral years’ subscription.”

Misses It Much

T. T. Peacock, Seattle, Washington, says: “I
miss The Stationer when it fails to ^arrive on
time more than any other paper I read.”

Always on the Lookout for It

The Hershberg Company, Atlanta, Ga., write:
“It gives us great pleasure to renew our subscrip¬
tion with you, as we are always on the lookout
for The American Stationer.”

Ad. Brought Flood of Inquiries

The Huntingdon Bank Book Company, Hunting¬
don Pa., write: “The advertisement we put in
The American Stationer has brought us so many
inquiries that we are unable to get out enough
sample lines to meet the inquiries.’

Better With It

Browne, Springfield, ^ Mo., in^ renewing

James Q. -» y

is subscription, writes: I could

it The American Stationer, but
itter with it.”

f et along with-
can get along

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